Jenel Stelton-Holtmeier, Author at Modern Distribution Management - Page 32 of 36

Posts By Jenel Stelton-Holtmeier

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Though ambiguity still rules the economic future, a consensus is forming that recovery will be a long, slow process. Experts from academia to governments are doing their best to clear the fog in their crystal balls but few hard and fast answers can be found.

That said, there are some interesting insights appearing. In a recent interview with Knowledge@Wharton, Jeremy Siegel, a finance professor at Wharton, noted that demand in several sectors is starting to show signs of increasing.

But don’t expect a huge jump in the near future, Siegel advises. Industries like housing and automotive have been battered. So even though we’ve likely hit the bottom – Siegel expects May, June or July to be declared the official bottom – we still have a long way to climb before we can say things are …

With the timeline for economic recovery still uncertain, distributors and manufacturers are still looking for ways to cut costs, according to RSM McGladrey’s fourth annual Manufacturing and Wholesale Distribution National Survey. But those cuts may be coming at a cost, particularly as they relate to information technology (IT).

Of the more than 920 executives responding to the survey, almost 90% reported that IT is a critical component of their business operations." At the same time, about half said they are holding off on upgrading systems or enhancing programs already in place to keep costs down.

In the press release about the result, RSM McGladrey wrote: "This type of short-term action may prevent companies from realizing the benefits IT systems can offer."
Cutting costs …

With the acquisition of ORCO Construction Supply, HD Supply White Cap Construction Supply business is taking advantage of ways to grow in a tough marketplace. ORCO filed for bankruptcy protection at the end of April; it will surely not be the last distributor to be purchased out of bankruptcy. White Cap president Tom Lazzaro spoke with MDM about the acquisition and other initiatives the distributor is pursuing.
 
CEO Joe DeAngelo told MDM after Home Depot sold HD Supply in 2007 that acquisitions would remain a key growth strategy for the wholesaler-distributor. He saw plenty of opportunities in particular for the company’s specialty construction business, White Cap Construction Supply.
 
Yet as the marketplace crumbled – led by the …

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It’s easy to confuse expectations with values. At least according to Jim Ambrose it is. Think about it this way. I have a restaurant I go to at lunch because it’s close. Lousy service; food’s OK. And I expect that, says the president of BranchManagerCEO.com. “The manager always asks me if they met our expectations today, and I say yeah, you certainly did. The food was lousy and the service was lousy; that’s what I expect. But it’s close so I keep going back.”
 
Ambrose values the proximity and is willing to accept the mediocrity of everything else because of it. However, if a restaurant were to open up in the same area with better food and better service, he …

The speculation is now over: GM has officially followed Chrysler into bankruptcy.
 
There are few differences in the story this time around: Jobs will be lost, cuts will be made, uncertainty in the market will continue. A key difference, however, is the focus of the news. More agencies are paying attention to the impact the move will have on suppliers to the industry. GM accelerated payments to some suppliers, with the hope of softening the blow, and the White House released a statement promising continued support from the Treasury Department’s Supplier Support Program during the process.
 
Even with these measures, the impact will ripple through the supply chain and have potentially devastating effects. All we can do as a Tier 2 supplier is manage the …

There’s a lot of debate out there today about the role alternative energies will play in the marketplace. Will it be the next big thing, or will it falter and only crack a small percentage of the overall market? Regardless of what some think about the potential in alternative energy markets, a handful of distributors and manufacturers are finding opportunity in the field right now.
 
According to Green Chip Stocks, the global solar industry more than doubled from 2007 to 2008, at $37.1 billion in 2008. Spain’s market for this kind of technology, for example, grew by 285%.
 
Rexel credited strong growth in solar markets for keeping its first-quarter sales in Belgium stronger than what it saw in the rest of Europe.
 
3M expanded its investment …

With sales low across the industry, many companies are fighting just to break-even. However, there may be more opportunities for improving your sales than you expect. Jim Ambrose, president of BranchManagerCEO.com and founder of Jim Ambrose’s Workshop, says now is a great time to retrain and reenergize your sales force to find new ways to gain market share. 
 
MDM: Today’s economy has created many challenges for businesses. What impact has it had on the sales process?
 
Jim Ambrose: Most, if not all, of my clients tell me that one of their big issues is that their salespeople tend to get comfortable in their account packages. And the problem with getting comfortable today is that your accounts aren’t very busy. If the …

As the recession rolls on and the focus turns to recovery, an article at WSJ.com points out that maybe things didn’t have to be as bad as they were. Lack of clarity in the supply chain has resulted in supply problems at many levels.

In fact, many companies cut dramatically due to uncertainty in demand when the market slowed; as a result, some cut more than they needed to. In some cases, shipments of goods were decreased more than demand had contracted. Whether production can catch back up when demand rebounds is one question some experts are asking.
 
Bad information or lack of information can lead to decisions that may not …

The cost of health insurance continues to rise, and as such, so does the share of the cost that employees must bear to continue coverage at many businesses. Yet, according to the 2009 UBA Employer Benefit Perspectives, a survey conducted for United Benefits Advisors, LLC, fewer employees are complaining about the rising burden.
 
Only one in five employers reported employees being upset by reductions in health plan benefits and/or increases in premium cost-sharing. And about 40% felt that though their employees weren’t happy with the rising costs and reduced coverage, they understood the reasons behind the decisions.
 
In addition, more than two-thirds of survey respondents felt there was a need to improve education and information on how to make employees …

Distributors that serve the auto industry and related sectors say that the bankruptcy of the first of the Big Three automakers will have a broad impact; they anticipate some distributors may even fail as a result. This article looks at what some distributors say could occur.

Following the bankruptcy filing by Chrysler LLC and the potential filing by General Motors at the end of May, many distributors are preparing to turn to Washington to make the government aware of the broad impact these actions will have on the hidden industry of wholesale distribution.

"Chrysler's bankruptcy is going to have a much wider effect than people realize," says Drew Tucci, director of marketing and sales at Eastern Bearings Inc., Waltham, MA, and …

Though cement consumption is expected to continue to decline through 2009, the latest economic forecast from Portland Cement Association is looking for recovery in 2010 based in part on new spending from the American Recovery and Reinvest Act of 2009.
 
By the second half of 2010, stimulus spending should enter a phase that includes more traditional infrastructure projects that carry higher cement intensities, said Edward Sullivan, chief economist for PCA.
 
With the double digit declines seen in 2007 and 2008 expected to continue in 2009, the group predicted 7% growth rate for 2010 – a long way from full recovery but a sign of stabilization for an industry that has been beaten badly by the construction slowdown.
 
In his recent …

In December, Mike Hamzey Jr., vice president and legal counsel for R.M. Wright Co. in Farmington Hills, MI, told MDM that bankruptcy (of the automakers) is probably the worst thing that could happen right now.”
 
Fast-forward to the present day and the first of the Big Three has gone that way, with Chrysler LLC filing for bankruptcy protection on Thursday. But with it, Hamzey’s tune has changed a little, as well. “We’ve had the last five months to prepare ourselves for the real possibility,” Hamzey tells me today. “Because of that and some of the other changes that have come in that time, it’s not as bad as it could have been back in …

Wholesaler-distributors are searching far and wide for ways to cut costs without cutting people. Here is a look at how some distributors have approached the process.
 
When business began to soften in November for W.P. & R.S. Mars Co., Bloomington, MN, the industrial distributor began preparing for a rough 2009. Then sales plummeted in January, and executives in the company knew some serious decisions had to be made.
 
The management team was pulled together to brainstorm ways to reduce expenses that wouldn’t involve layoffs. Our employees are so important to us that we wanted to make cuts in every area before we considered reducing our staff, says controller Beth Ahrens.
 
A desire to avoid layoffs is common among …

Current economic conditions have impacted the way businesses think about doing business, according to a recent article and survey found in The McKinsey Quarterly.
 
The article, Strategic planning: Three tips for 2009,” warns businesses against abandoning strategic planning for survival mode, because eventually the crisis will end.
 
Focusing solely on the recession is a mistake for two reasons, according to the piece:
 
First, market trends are already established, and managers and executives should continue to focus on those for long-term business planning.
 
Second, fixation on the economy itself creates tunnel vision that could …

While the latest Beige Book reports from the Federal Reserve Banks indicate that the economy remained weak or contracted further before April 6, five of the 12 Districts noted that the pace of decline was moderating. Several Districts reported signs that activity in some sectors was stabilizing.
 
The report is a compilation of conditions across all 12 Federal Reserve Districts in the U.S.
Here’s an overview of the report:
 
Manufacturing activity weakened across a broad range of industries in most Districts, with only a few exceptions. Cleveland noted some leveling off, and the New York and Dallas Districts reported demand was beginning to bottom out following steep declines.
 
Residential real estate markets continued to be weak. Home …

The stimulus package passed in February is about more than just shoring up business-as-usual organizations, says Pembroke Consulting’s Adam Fein. Fein identified more than $15 billion that has been allocated to enhance or create green projects on the state and federal level – a significant increase over previous funding. For example, state energy programs will receive $3.1 billion dollars – a funding jump of 70% over 2008.
 
This new funding can be a boon for distributors, particularly those that service the electrical and homebuilding/renovation sectors. Money will flow into projects for weatherization – anything from rewiring to insulation – and for improving the smart grid.
 
States and municipalities are still trying …

The negative perception some have of the stimulus package may be grounded in part in truth, says Adam Fein of Pembroke Consulting. But there are positives to be found in the American Recovery and Reinvestment Act of 2009 (ARRA). Fein presented his review of the opportunities and impacts of the bill for distributors in a recent MDM Webcast.
While the economic stimulus package may not be perfect, Adam Fein saw a potentially damaging level of pessimism in some of the responses to a survey conducted the week the bill passed. About one-fifth of executives indicated they would decrease their focus on growth initiatives because of the stimulus bill, Fein says.
Fein recommends distributors turn their heads from the bad, and instead consider areas where they can benefit from new …

The American Recovery and Reinvestment Act of 2009 – more commonly referred to as the economic stimulus package – is not government as usual.
 
I have never seen a bill as Web-based as this one, said Pembroke Consulting’s Adam Fein in a recent MDM Webcast, "Economic Stimulus Package: Impacts & Opportunities for Distributors."
 
A big shift is the transparency being required of all the involved agencies – from cities and towns all the way up the channel to the federal government. Every detail of how the $787 billion will be spent is supposed to be made available, in advance, to the general public.
 
"What that means is that we have an unprecedented ability to track specific funding initiatives and …

Though not perfect, the American Recovery and Reinvestment Act of 2009 – better know as the stimulus package – may provide some great opportunities for distributors, according to Dr. Adam Fein of Pembroke Consulting.
 
In his recent MDM Webcast, sponsored by Infor, Fein identified more than $200 billion included in the bill that could directly impact distributors. The key: knowing where to look, Fein says. And, provisions in the stimulus package may make that easier than you thought.
 
The requirement is that the use of all the funds is transparent to the public, and the public benefits of these funds are reported clearly, accurately and in a timely manner,” Fein said during the Webcast. …

For the first time in seven months, the Commerce Department reported that new-home sales increased 4.7% in February to a seasonally adjusted rate of 337,000 units. It’s still a long way from where sales were, but Joe Robson, chairman of the National Association of Home Builders, is taking it as a sign that the market is finally hitting bottom, according to a statement posted to NAHB.org.
 
One possible contributor to the upswing: Prices finally may be low enough to draw buyers back into the marketplace for new homes. According to the S&P/Case-Shiller Home Price Indices released on Tuesday, prices for new homes continued to fall in January to lows not seen since 2003 (based on the composite indexes). The 20-city composite index has fallen 19% since January 2008; it …

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