ID's Top 5 Of The Week

It's already March, which typically means the snow is melting and college basketball is at peak viewership. While there wasn't any groundbreaking news in the industrial distribution market this past week, blogs discussing how to get past price objections, and Grainger's robust KeepStock inventory management program led traffic.

Here's this week's Top 5

Price Objections: Opportunity, Or Excuse?: Have you ever asked a salesperson for a discount just to see if you would get it? If you’re like most people, you have, and if that salesperson was like most, he or she probably gave you a discount. What if you treated every price objection as an opportunity to sell value instead of an excuse to discount?

How Grainger KeepStock Goes Way Beyond Inventory Management: This was posted Feb. 22 but still had strong traction this week. Here, I discuss the biggest takeaways about Grainger's inventory management program — KeepStock — from executives at the recent Grainger Show.

Essendant Companies MEDCO, ORS Nasco Make Executive Sales Promotions: Master industrial wholesalers ORS Nasco and MEDCO Corp. — subsidiaries of Essendant — each announced appointments for new sales executive leadership that coincide with Essendant's restructuring announced in its Q4 earnings report this week.

Global Industrial's Sales Grew 11% In 2017 And Profit Doubled. Here's How: Systemax said its four-pronged effort to boost its Industrial Products Group — Global Industrial (No. 21 on ID's Big 50 List) — is paying off, as that segment achieved record sales as operating profit spiked 101 percent while operating expenses declined considerably.

Colony Hardware Corp. Acquires Florida's Allied Fastener & Tool: Orange, CT-based Colony Hardware Corporation recently announced that it has purchased the assets of Lake Worth, FL-based Allied Fastener & Tool for an undisclosed amount.


Last week's Top 5