Competitors will see opportunity in your chaos.
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Weather events to negatively impact delivery times, pricing, other metrics.
As Hurricane Harvey shuttered ports and distribution centers at the end of August (and at press time, Hurricane Irma was poised to hit Caribbean islands hard with Florida in its potential path), the deluge that inundated Houston and surrounding area served as a stark reminder that all companies would be wise to develop an emergency plan in case of disaster.
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- Distribution M&A Playbook, pt. 2: The 8 Fatal Flaws in M&A
- Top Trends for 2017
- MDM Interview: Watsco Aims for ‘Bigger, Better, Faster’
Since the January launch of its pricing initiative, Grainger has seen significant declines in profitability. While this margin trend is expected to reverse in 2019, its existence may signal that the pricing process Grainger is pursuing is less than optimal. This article, part 2 in a series, analyzes the challenges Grainger faces in implementing its pricing approach and provides additional lessons for other distributors looking to improve their pricing strategies.
This article includes:
- What we know to be true
- Are Grainger’s web prices more optimal?
- Did Grainger miss the boat?
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What can other B2B distributors learn from watching Grainger’s pricing story unfold? Three tips for distributors.
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- Distribution M&A Playbook, pt. 2: The 8 Fatal Flaws in M&A
- Top Trends for 2017
- MDM Interview: Watsco Aims for ‘Bigger, Better, Faster’
Many distribution verticals are seeing consolidation; those that haven’t are ripe for it. This article, the final in a three-part series, will help buyers plan an effective integration of a newly acquired business. Part 1 of this series discussed how distributors can prepare for the inevitable by understanding the landscape, their place in the consolidation cycle and the new measures of shareholder value. Part 2 examined the eight fatal flaws in acquisitions that destroy shareholder value.
This article includes:
- How the starting point defines the path forward
- Why distributors are different
- Best practices in action
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- MDM-Baird Distribution Survey: ‘Good, Not Great’
- Top Trends for 2017
- Commentary: What are you doing to make distribution ‘sexy?’
The online giants haven't figured out how to provide effective service yet.
The plan aims to better position the companys aerosystems business for increased profitability.
Optimal pricing should offer short- and long-term positives. Why are Grainger's margins down?
Grainger is proof that distributors need new pricing strategies.
As of Aug. 1, W.W. Grainger Inc.’s new web pricing strategy was to be effective for all 1.5 million SKUs on its website. The pricing strategy was launched to reverse unfavorable market share trends Grainger experienced in certain market segments in recent years. Part 1 of this two-part series looks at how the pricing initiative has played out to this point, along with lessons other distributors can learn from Grainger’s experience.
This article includes:
- W.W. Grainger Inc.’s new web pricing strategy
- How the pricing initiative has played out to this point
- Lessons other distributors can learn from Grainger’s experience
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Customers today demand more services, and distributors need to evaluate what they offer – and at what cost. This article examines the drivers behind these changing customer expectations and steps a distributor can take to give customers what they want while remaining profitable.
This article includes:
- ‘Amazonification of the supply chain’
- Which services to add?
- Create services as a line-Item charge
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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Distribution M&A Playbook, pt. 2: The 8 Fatal Flaws in M&A
- Top Trends for 2017
- MDM Interview: Watsco Aims for ‘Bigger, Better, Faster’
What can other B2B distributors learn from watching Grainger’s pricing story unfold? Three tips for B2B distributors.
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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Distribution M&A Playbook, pt. 2: The 8 Fatal Flaws in M&A
- Top Trends for 2017
- MDM Interview: Watsco Aims for ‘Bigger, Better, Faster’
Report: Big-box competition for B2B business a blowout so far.
Involve new owners and existing management teams for a smooth deal.
What happens after the transaction can destroy a "perfect" strategic fit.
President: Technology provides "defense against any threat Amazon or otherwise"
Address millennials’ needs or risk expanding the generation gap.
Distributors seeking ways to adapt to the "era of the customer."
Look for leadership skills on the inside to jumpstart a positive culture shift.
