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With 2024 shaping up to be another big year in distribution M&A, we spoke with several investment banks on the state of industry dealmaking, what’s driving it, best practices and the outlook for 2025.
Just as important as technology and perhaps more so for distributors are building the right business processes and organizational structures to make sure you are creating the best value for your customers. Thats the core emerging theme of our Digital Distributor Summit in June, and why we felt so strongly about the timing for this event.
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Transitioning ownership of a family business is the most important business decision you will make. No challenge has as much potential to amplify the stresses, or conversely, highlight the special advantages of operating a family business.
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Allied Electronics & Automations industry-leading focus on digital marketing as a core business strategy is driving omnichannel sales success for the award-winning distributor. The efforts earned Allied an MDM 2019 Digital Innovator award.
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The wholesale HVAC distributors website now features an enhanced online catalog and improved search functionality, and the company invested in text ordering capabilities to improve mobile functions and shorten wait time. The efforts earned Charles D. Jones an MDM 2019 Digital Innovator award.
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MDM’s top news briefs from News briefs from May 11- May 25, 2019.
MDM’s top news briefs from News briefs from April 26 – May 10, 2019.
The MDM Market Snapshot, based on data from MDM Analytics, includes market demand for Saw Blades in the U.S., plus the top end users by 6-digit NAICS.
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MDM is kicking off our inaugural class of 2019 Digital Innovator Award winners with profiles from Ludwig Meister and Hisco.
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About seven years ago, Hisco, a leading specialty distributor based in Houston, set out to better understand the companys profit drivers through a data-based analysis. Developing a successful system has taken years of cultural change and realigning team members thought processes around what makes a profitable customer, but the real driver, says President & CEO Bob Dill, continues to be turning the data used to anchor the initiative into real action. Hiscos relentless pursuit of actionable data makes the nearly 50-year-old employee-owned institution one of MDMs 2019 Digital Innovator Award winners.
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Eighty-percent of business owners want to retire in the next 10 years, according to a Business Enterprise Institute survey. Unfortunately, most of those business owners have not actually created a concrete, written plan for their exit strategy.The lack of an exit plan can be problematic. It takes much longer than many distribution owners may expect to prepare their company for a transition. Whether you are planning to sell the business to a third party, pass ownership to the next generation or explore other options, preparing for a transition can take between five and seven years.
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This Munich-based, third-generation distributor of bearings, power transmission, fluid power and tooling products took a non-traditional approach to transforming into a digital distribution business. It started by digitizing and strengthening the automation capabilities of its back-end systems purchasing, inventory management, logistics before focusing on the sales side of the business. And it accomplished this transformation by developing its internal technology and development expertise, thus being able to customize and enhance ERP and other critical platforms. One of MDMs 2019 Digital Innovator Award winners, heres Ludwig Meisters story on how the distributor has built a culture of digital innovation.
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First-quarter results show declines in four out of five segments.
Profit increased 9% over the prior year.
Profit was up 33.3% over the previous year.
Profit was up 7.8% during the quarter.
How Distributors an Build an Integrated and Agile Pricing Strategy
Sales over the first six months were up 1.9% over the same period in 2018.
Year-to-date sales were up 6.6% year-over-year.
MDM’s top news briefs from News briefs from April 11 – April 25, 2019.
Profit was $164.4 million for the first quarter.
Plan is expected to save $75 million annually.
Acquisition expands Thorpes services internationally.
Successfully measuring customer satisfaction can improve the customer-distributor relationship. This article examines some of the most popular metrics and discusses how to develop a strong customer feedback program that can help improve the customer relationship.
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How will drones, driverless cars impact the distribution industry?
Industry-watchers say that robotics technology is growing more sophisticated and can increasingly perform a wider range of tasks and collaborate with humans. This article examines the potential impact on distribution operations.
This article is part of MDM’s Disruptive Technologies Special Report.
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Of all the technologies explored in MDM’s Disruptive Technologies Special Report, drones and driverless cars are the least close to fruition. The technology is advancing quickly, but many obstacles stand in the way of a practical application for businesses.
This article is part of MDM’s Disruptive Technologies Special Report.
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The May 10, 2014, issue of MDM kicks off a series of articles on disruptive technologies. This article provides an introduction to the series, examining how distribution executives should think about the potential impacts of these technologies – 3-D printing, augmented reality, robotics and innovations like drones and driverless cars – on their businesses, as well as those of their customers and suppliers.
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Google Glass is the most visible example of augmented reality, but a business case for the emerging technology is building. According to Gartner research analyst Tuong Huy Nguyen, the technology could be most valuable where workers do not have immediate access to information such as remote sites or in jobs that require one or both hands. While it’s still early, manufacturers are already using augmented reality for factory planning and equipment repair. Applications are also being developed for use in distribution centers for more efficient order-picking and delivery.
This article is part of MDM’s Disruptive Technologies Special Report.
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The media is talking about 3-D printing, also known as additive manufacturing, more than ever. But adoption of the technology in everyday use is far from widespread. This article examines the role of 3-D printing in manufacturing today and how it might change the supply chain in the future.
This article is part of MDM’s Disruptive Technologies Special Report.
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In this two-page report, available to download in PDF after log-in, we feature data on merger and acquisition trends and financial metrics for the largest publicly traded distributors across diverse sectors in the first quarter of 2014.
In partnership with Houlihan Lokey, an investment banking firm, we have added data on M&A activity trends across all industries (not just distribution), as well as valuation multiples for deals in all industries.
Website now features new design, how-to videos.
Ed Crawford to become new division president, effective May 5.
John Salveson gives examples of questions that produce canned responses.
Distributors that have been successful in recruiting top talent straight out of school say that the key is to develop ongoing relationships that include guest speaking in classes, internship programs and involvement in student organizations. This article examines the challenges, benefits and best practices in recruiting at the college level. It includes comments from distributors that have seen success in this area, including WinWholesale, Womack Machine Supply and Laird Plastics.
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Theres a lot of jargon around all things digital, and I plead guilty on all charges when talking about them digital platforms, omnichannel, cloud, big data … the more digital we go, the fuzzier the logic we seem to attach to the terminology used to describe it.
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The third annual MDM distribution e-commerce survey found that distributors’ e-commerce revenue as a percent of overall revenue is rising. But while distributors are increasingly using multiple vehicles to drive demand online, they have not yet effectively integrated tools such as marketing automation and paid search into their efforts. This article looks at how distributors approach demand generation online and ways they can improve the weakest links, as revealed by the survey.
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In late February, Bloomfield, CT-based Kaman announced an agreement to acquire fluid power distributor B.W. Rogers, Akron, OH. Steve Smidler, president of the Kaman Distribution Group, recently spoke with MDM about the reasons for the acquisition and plans for integrating the distributor into Kaman’s business.
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The third annual MDM distribution e-commerce survey conducted with Real Results Marketing revealed several key trends:
This article examines the results of the 2014 State of E-Commerce in Distribution Survey and how the industry’s e-commerce offerings are maturing. Part 2 will look at best practices for distributor e-commerce marketing, data management and operations.
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Skills gap a rising concern for global economies.
Robert W. Baird & Co., in partnership with Modern Distribution Management, conducted a survey of more than 600 distributors and manufacturers to gauge business trends and the outlook for the distribution industry in diverse sectors. Here is a summary of first-quarter results and distributor and manufacturer expectations for the remainder of 2016.
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Innovation is critical to long-term success in distribution. This article shares tips on how to create a culture that encourages innovation throughout your organization.
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When it comes to e-commerce, you cant just build it and expect them to come.
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While distributors dont always prioritize their logistics capabilities, it is critical to optimize transportation efforts and distribution center networks amid growing threats and rising expenses. This article details supply chain strategies distributors can deploy to better manage costs and retain customers.
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The fifth annual MDM distribution e-commerce survey conducted with Real Results Marketing revealed several key trends:
This article examines the results of the 2016 State of E-Commerce in Distribution Survey and how the industry’s e-commerce offerings are maturing.
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The MDM Market Analysis, based on data from MDM Analytics, includes consumption of Saw Blades supplies by end user in the U.S., plus the top end users by 6-digit NAICS.
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Employees are one of the primary reasons for success in distribution, but training programs and budgets often do not reflect their importance. This article, based on the results of a recent Real Results Marketing survey, looks at why the gap exists and how distributors can shift their thinking about training.
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Rick Schwartz was inducted as 2016 chairman of the National Association of Wholesaler-Distributors at its Executive Summit in January. The former Winsupply CEO, who now serves as chairman of the board, spoke with MDM Associate Editor Eric Smith earlier this month at the companys annual meeting and vendor showcase about issues facing distributors and NAWs goals for the year.
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If youre not actively recruiting millennials, here are some tips of where to start.
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Sales and inventories data for wholesaler-distributors in January 2016.
Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.
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Personal consumption expenditures and residential fixed investment contributed to increase.
The MDM Market Analysis, based on data from MDM Analytics, includes consumption of PVF supplies by end user in the U.S., plus the top end users by 6-digit NAICS.
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Manufacturing uncertainty leads to cautious tone.
Master distributors can help boost company efficiency while lowering costs.
The capacity utilization rate decreased in 12 of the 21 major groups in the manufacturing sector.
As the labor pool tightens, developing and retaining existing employees becomes more attractive and critical for business success. This article examines how distributors are thinking differently about development and provides tips to overcome barriers and create an action plan that strengthens operational and financial results.
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Building a better supply chain is critical for a successful 2016 Distribution Remodel. This article shows why distributors who havent focused on improving supply chain functions should begin investing resources now in hopes of remaining competitive and avoiding obsolescence.
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Distributors sell more than product. Leveraging data to make money is key.
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For distributors to successfully navigate a challenging landscape they must reinforce their core strengths. This facet of the 2016 Distribution Remodel could entail a number of solutions, from deepening customer engagement to dropping unprofitable customer segments to divesting noncore assets.
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Work with a banking partner that knows your business. Get detailed information on investment banks with expertise in the wholesale distribution industry.
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Determine market and demand.
Create smart prospect lists.
Turn your sales data into actionable data with Market Prospector. A web-based SAAS tool that gives you insight into your market, your territories, your customers and new prospects too.
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