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The 68th Survey of Distributor Operations: Tech Usage & Investments

May 21, 2015 | by Anna Wells, Executive Editor | Comments

The results of our tech section survey questions seem to grow more salient over time, as the obvious impacts of the digital age become more evident to industrial distributors. Some pioneers are already on the cutting edge, while others are relatively varied in their progress.

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The Perfect Combination of Selling Skills

May 19, 2015 4:14 pm | by Tom Reilly,

In sales, probing and listening are the perfect diet for salespeople who want to excel in this profession. The good news is that these are skill sets, which means they can be taught and learned.


The 68th Survey of Distributor Operations: Demographics

May 16, 2015 1:41 pm | by Anna Wells, Executive Editor

Our demographics show that over the last 10 years of the survey, there has been a 20 percent drop in respondents who are family-owned, likely resulting from the recession and ensuing merger & acquisition activity since.


The 68th Survey of Distributor Operations: Challenges, Trends & The Economy

May 16, 2015 1:40 pm | by Anna Wells, Executive Editor

As the landscape for industrial distributors shifts, so do their primary concerns. Our survey shows distributors are thinking about e-commerce more and more.


The 68th Survey of Distributor Operations: The Balance Sheet

May 16, 2015 1:39 pm | by Anna Wells, Executive Editor

Though the economy has been relatively stable in manufacturing and steadily improving in construction, does it necessarily translate to higher sales for industrial distributors? For most of our survey respondents, the answer is yes.


Put A Dollar Sign Next To Your Service Value

May 16, 2015 12:55 pm | by Bill Moore, SKF USA Vice President, Special Projects

Industrial distributors have a largely unused tactical weapon with which to combat bid-and-buy practices, calls to do more with less, and demands for ever-lower pricing. It's called the dollar sign.


The 68th Survey of Distributor Operations: Value Of The Distributor

May 13, 2015 1:36 pm | by Mike Hockett, Associate Editor

Be it tool repair, product training, or safety seminars, value-added services often are distributors’ bread-and-butter. But just how much of a priority are value-added services across the distributor spectrum?

The 68th Survey of Distributor Operations: Employment

May 13, 2015 1:35 pm | by Mike Hockett, Associate Editor

How many industrial distributors are adding or reducing staff, and in which areas? Find out here, as well as how well distributors rate themselves in terms of recruiting.

Reducing Employee Turnover Is Just Smart Business

May 13, 2015 8:45 am | by National Service Alliance, LLC

Each time a worker leaves, it can cost an employer $1,000 in recruiting, orientation, and basic training costs to bring in a replacement. Here are tips to help bring those numbers down.


Product Focus: Cutting Tools

May 12, 2015 4:02 pm | by Mike Hockett, Associate Editor

ID editor Mike Hockett discusses the cutting tools market's latest trends, and what distributors need to know.


Distributor Profile: United Distribution Group

May 12, 2015 12:34 pm | by Jack Keough, Contributing Editor

By combining technical expertise, an expanded offering of products, and an emphasis on acquiring well-managed companies, United Distribution Group has grown to become a powerhouse distributor serving the oil, gas, mining, and a variety of diversified industries. But the main reason for UDG’s success is its focus on customer service.

The Top 10 Pricing Mistakes

May 8, 2015 8:35 am | by Per Sjofors, CEO of Atenga

A surprisingly large number of companies still use simplistic pricing processes and cannot even identify their most profitable customers or customer segments. Here are the most common mistakes companies make when pricing their products and services.


How To Get Out Of The MRO Storeroom Business And Obtain R&M Excellence

May 6, 2015 1:54 pm | by George Krauter, Vice President of Storeroom Solutions, Inc.

Many companies do not recognize the value that can be released from changing the MRO stores operation to provide optimum reliability. If they do, there are questions to ask and steps to take.


Case Study: Shop Tools Revamps Industrial Vending Sales Ordering With Conexiom

May 6, 2015 9:33 am | by Conexiom

Wanting a solution to process industrial vending orders more efficiently, Shop Tools turned to Conexiom for sales order automation. The result was time and cost savings, error elimination, as well as ROI in the first 30 days.


How To Give Online Customers What They Want

May 4, 2015 9:55 am | by Darrell Sterling, Regional Sales Manager, Johnstone Supply

Customers are spending less time on the phone and road and more time on their computers shopping for the best deal. How can you provide extra value and separate yourselves from your competitors if your customers are shopping strictly online?


The Benefits Of Modern ERP For Wholesale Distributors

April 29, 2015 9:10 am | by Lisa Russell, Industry & Solution Strategy Director, Distribution, Infor Infor

Now is the time for distributors to look to modern ERP to facilitate differentiation, promote growth, and prepare their business for the future.


5 Surprising Strategies To Increase Business Productivity And Profitability

April 28, 2015 8:00 am | by De'Andre Salter, CEO, Professional Risk Solutions

Professional Risk Solutions' CEO De'Andre Salter discusses counterintuitive strategies to help business managers and owners re-imagine their company with more meaning, purpose, and urgency.


Is Safety A Backseat Driver?

April 23, 2015 4:47 pm | by Holcombe Baird III, Reliability Center, Inc.

The answer to getting rid of reactive and backseat safety practices lies with the maintenance department.


Lithium Battery Shipments Face More Restrictions

April 23, 2015 9:09 am | by Bob Richard, Vice President of Regulatory Affairs for Labelmaster

There is a lack of safety oversight of shippers who either don’t take the time and effort to comply with safety regulations and best shipping practices or intentionally violate regulations. Here's what you should know.


Lessons Learned From Lean Warehouse Projects

April 22, 2015 12:32 pm | by Charlie Jacobs, APL Logistics

When it comes to considering using lean warehouse practices, what have you got to lose – except a lot of waste and inefficiency?


The Mystery Of Industrial Lubricants

April 22, 2015 12:01 pm | by Maura Falk, Associate Editor

To maximize the life of the bearing and uptime of your warehouse equipment, here are three crucial things to consider for an effective industrial lubricants management program.



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