In 2011, Grainger introduced 80,000 new products.
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Organic growth for Grainger was 10 percent.
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Grainger U.S. president and Grainger International president to switch roles.
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In part 2 of MDM’s interview with Grainger U.S. President Mike Pulick, Pulick talks about growth drivers, e-commerce, and inventory management services, and about targeting small and mid-sized customers.
Part 1 of this interview was featured in the Nov. 10, 2011, issue of MDM. Read: MDM Interview, Part 1: Grainger's Take On the Market
MDM: You have increased your focus on inventory management programs, specifically your program KeepStock. Why do you believe you are seeing increased demand for these services? What kinds of customers are you targeting with inventory management programs?
Mike Pulick: Our KeepStock program is really an important part of our business, and it continues to grow very rapidly. It all gets back to the MRO purchasing process, which is usually very cumbersome. They use many, many different suppliers and there are a lot of ways that we can help them take waste out. But there is also …
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According to Paul Miller, vice president of e-commerce for Grainger, the lines are blurring between B-to-C and B-to-B e-commerce. Because most people have bought something online, B-to-B customers are increasingly carrying expectations from retail to B-to-B websites.
Related: MDM Interview, Part 2: Grainger's Growth Drivers
Miller spoke at Grainger’s recent Annual Analyst Meeting. More than 25 percent of Grainger’s sales are …
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Grainger also forecasts sales for the full year 2011 in the double digits.
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Grainger U.S. President Mike Pulick tells MDM economy provides opportunity to discuss MRO costs with customers.
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Organic sales for Grainger grew 11 percent in the month.
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Chicago-based W.W. Grainger reported sales in the third quarter were up 11 percent, and sales in the U.S. up 7 percent, an ongoing positive trend for the distributor of MRO products. MDM Editor Lindsay Konzak spoke with Grainger Senior Vice President and U.S. President Mike Pulick about how the distributor views current market conditions, where it sees strength, product line and sales force expansion, and the impact of the recession on the role of the distributor.
MDM: How is the year going for Grainger?
Mike Pulick: Grainger’s having a great year. Overall in the U.S., our sales are up 8 percent year-to-date, and I really attribute that to the investments that we made during the downturn. These were investments that we made by adding more sellers. We’ve been rapidly expanding our product line and more importantly, I think, we have really protected our service to …
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Year-to-date, Grainger sales are up 12 percent.
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MRO Korea is back in the hands of affiliates of Grainger’s former partner in the country.
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In presentation, Grainger also provides updates on sales force expansion and e-commerce plans.
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Acklands-Grainger acquires Fercomat with one location in the province.
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Organic growth for Grainger was 9%.
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In August, Grainger acquired Fabory Group, a European distributor of fasteners and related MRO products based in the Netherlands, for $344 million. Fabory’s sales are expected to reach €250 million (US$357 million) in 2011, primarily from sales in Europe. Court Carruthers, president of Grainger International, recently spoke with MDM about the acquisition and how Grainger approaches the integration of international acquisitions.
MDM: Why did Grainger decide to buy Fabory?
Court Carruthers: We’ve had a relationship with Fabory for several years and …
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Fabory had 2010 sales of $300 million.
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Grainger’s daily sales in the U.S. were up 5 percent in July.
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Sales in the U.S. for Grainger were up 9% for the quarter.
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U.S. sales for Grainger in April were up 10%.
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One of the largest MRO distributors, Chicago, IL-based Grainger, has returned to acquisitions as a growth vehicle after several years of building and refining its branch network and sales strategy. Now, Grainger is using acquisitions to fuel growth overseas, as well as to build out key parts of its portfolio, including services and specialty brands.
On the Specialty Brands side, Grainger has been refining …
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