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The Lead

Is Your Product Pitch Breaking The Law?

November 21, 2014 10:51 am | by Paul Reilly, Director of Sales, Tom Reilly Training | Articles | Comments

Be careful when marketing your product as new. It doesn’t have the pizazz that it once had.                                             

Preparing Distribution Sales Pros For The Future

November 19, 2014 4:48 pm | by Howard Stevens, Founder and Chairman of Chally Group Worldwide | Articles | Comments

The gulf between sales and academia is shrinking...

Customer Service: What It Means For Today's Independent Distributor

November 18, 2014 1:25 pm | by Mike Hockett, Associate Editor | Articles | Comments

Hear from several independent industrial distributors, as well as IBC, to learn about the...

How A Tablet Can Be Your Salesperson’s Best Tool

November 18, 2014 9:12 am | by Steve Yoder, VP of National Accounts, Minerallac | Articles | Comments

Why is a personal tablet such a valuable tool for...

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Sales - Do You Want Fries With That Burger?

November 7, 2014 5:01 pm | by Darrell Sterling, Regional Sales Manager, Johnstone Supply | Articles | Comments

The key to accomplishing the task of “adding fries with that burger” is training and, once again, the restaurant industry leads the way.                                 

The Top 3 Margin-Killing Myths Of B2B Pricing

November 3, 2014 4:53 pm | by Barrett Thompson, General Manager of Pricing Excellence Solutions at Zilliant | Articles | Comments

Every B2B company desires to maximize margins, improve profit performance and increase shareholder value, but few are focusing their attention on pricing. What’s behind this contradiction?                 

KPI’s For ROI: Sales Focused KPI’s

October 31, 2014 11:43 am | by Brian Gardner, Founder & Lead Evangelist, SalesProcess360 | Articles | Comments

Think of sales focused KPI’s as the leading key indicators that can give you a window into what the future sales numbers will look like.                                 


Gibraltar Q3 Sales Up 8 Percent; Announces New President

October 28, 2014 12:56 pm | by Gibraltar Industries | News | Comments

Year-to-date sales for the company were up 3 percent as Frank Heard gears up to become President and CEO effective Jan. 1.                                     

TriMas 3Q Sales Increase 7 Percent

October 28, 2014 12:33 pm | by TriMas Corporation | News | Comments

Net sales increased in all six segments, including 8.6 percent growth in packaging, and an engineered components profit margin growth of 860 points.                             

Digi-Key’s 2014 European Sales Revenue Hits Record Levels

October 28, 2014 12:12 pm | by Digi-Key | News | Comments

The global electronic components distributor had exceptionally strong growth in Europe, averaging 26 percent growth year-over-year across the entire region.                           

Now In Aisle 3 At Lowe's: Robots

October 28, 2014 11:41 am | by Mae Anderson, AP Technology Writer | News | Comments

Lowe's is testing whether new bots on wheels can improve its customer service, like helping a shopper find a match for something as simple as a nail.                             

MSC Industrial Reports 7.8 Percent Q4 Sales Increase

October 28, 2014 9:34 am | by MSC Industrial | News | Comments

MSC, No. 14 on Industrial Distribution's 2014 Big 50 List, has seen year-to-date net sales increase 13.4 percent from last year.                                   


Anixter Third Quarter Sales Up 7 Percent

October 28, 2014 9:18 am | by Anixter International | News | Comments

Anixter, No. 6 on Industrial Distribution's Big 50 List, had growth that included a 7.2 increase for sales of fasteners in North America.                                 

Interline Brands Ups Sales 5 Percent In Third Quarter

October 27, 2014 11:17 am | by Interline Brands | News | Comments

According to Interline, continued investments in key areas like e-commerce and marketing, product merchandising, sales force training, and supply chain programs are improving the company's results.             

Barnes Group Sales Up 18 Percent In Q3

October 27, 2014 9:10 am | by Barnes Group | News | Comments

Earnings jumped 62 percent on increased sales from the acquisition of Männer that closed late last year and higher margins in its aerospace and industrial businesses.                     

Amazon Posts Q3 Loss Of $437 Million

October 24, 2014 9:21 am | by Mae Anderson, AP Technology Writer | News | Comments

The world's largest online retailer reported a wider third-quarter loss than analysts expected and gave a disappointing holiday forecast.                                 

USG Q3 Sales Up 5 Percent

October 23, 2014 12:29 pm | by USG Corporation | News | Comments

USG's third quarter adjusted net income improved by 175 percent from a year ago.                                             


3M Third Quarter Income Up 6 Percent

October 23, 2014 10:35 am | by Associated Press | News | Comments

The company's industrial unit revenue rose 3 percent, while its electronics and energy unit rose nearly 4 percent.                                       

Avnet Opens Fiscal 2015 With 7.8 Percent Sales Increase

October 23, 2014 10:15 am | by Avnet | News | Comments

Top-line growth, combined with an increase in gross profit margin and continued expense efficiencies across the enterprise, resulted in operating income growing 1.6 times faster than revenue.                 

Lawson Q3 Sales Up 8.6 Percent

October 23, 2014 9:40 am | by Lawson Products | News | Comments

The sales increase was driven by growth in strategic accounts, growth in Lawson's Kent Automotive division, and by improved productivity of existing sales reps and sales reps hired within the past year.           

WESCO Sales, Profit Rise In Third Quarter

October 23, 2014 9:25 am | by WESCO International | News | Comments

Sales were up in all four of WESCO's end markets for the second consecutive quarter, while the company narrowed its full-year outlook.                               

Airgas Second Quarter Sales Up 6 Percent

October 23, 2014 9:08 am | by Airgas | News | Comments

Since the beginning of its fiscal year, the company has acquired 12 businesses with aggregate annual sales of more than $43 million.                                 

United Stationers Sales Up 6 Percent in Q3

October 22, 2014 5:14 pm | by United Stationers | News | Comments

Sales were boosted by the September acquisition of Liberty Bell Equipment, a wholesaler of automotive aftermarket tools and supplies.                               

ABB Delivers Strong Order Growth In Q3

October 22, 2014 10:34 am | by ABB | News | Comments

Utility demand for power distribution solutions was steady in the quarter while investments in power transmission systems remained selective.                               

B/E Aerospace Q3 Profit Up 26 Percent

October 22, 2014 10:26 am | by B/E Aerospace | News | Comments

The aerospace fastener provider's revenue also jumped 24 percent, matching its year-to-date revenue increase.                                         

Ingersoll-Rand Q3 Profit Jumps 76 Percent

October 22, 2014 9:47 am | by Ingersoll-Rand | News | Comments

The results for the most recent period topped the company's expectations, while it tightened its earnings outlook for the year.                                   

Carlisle Co. Q3 Sales Up 13 Percent

October 21, 2014 1:26 pm | by Carlisle Companies | News | Comments

Income growth was primarily driven by higher sales volume in all segments and savings from the Carlisle Operating System.                                     

Hexcel Has Record Third Quarter

October 21, 2014 1:14 pm | by Industrial Distribution Staff | News | Comments

Strong commercial aerospace sales enabled the Hexcel to deliver the highest adjusted operating income percentage and net income in company history.                             

Lockheed Martin Q3 Sales Drop, Profits Rise

October 21, 2014 10:23 am | by Lockheed Martin | News | Comments

Despite a sales drop in four of the company's five business divisions, cash from operations increased 5.5 percent from Q3 2013.                                   

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