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Ask a distributor about manufacturers who choose to sell directly to customers, and it can draw a reaction similar to that of the name Frau Blucher in the Mel Brooks [...]

The current model of wholesale distribution--in which the distributor buys products from suppliers and then makes these products available to customers--has remained unchanged for 50 years. Lately, the end result [...]

Most contract construction-supply distributors are flourishing owing to a boom in the construction industry. However, many of them are expected to face challenging times in the 21st century that are being heralded by new forms of competition, consolidation and shrinking business margins. Mass merchants such as Home Depot, for example, are forcing many independent distributors to radically overhaul the way they market their products and services., A look at distributors who are shaping the future of the contractor supply market What does the future hold for construction distributors? While most contractor-supply distributors are enjoying a construction [...]

Distributors have varying views on developments in their industry in the second millennium. Most expect that merger trends will continue as this enable companies to have increased access to resources that will give them an edge in satisfying customers. They feel though that the alliance between distributors and manufacturers could either improve due to each other's mutual need, or worsen as control of supplies will no longer rest on distributors but on customers who, through the Internet, will have increased access to product information by themselves., QUESTION: What effect will mergers and acquisitions have on the selling of industrial products in the years ahead? Jack Dannemiller Chief Executive Officer and President Applied Industrial Technologies Cleveland, Ohio [...]

Mark Magstadt isn't shy when it comes to expressing his distaste for reverse auctions. As president of Lake City, Fla.-based Hub City Industrial Supply, Inc., he's been asked to participate [...]

Distributors and manufacturers, both, expect a less-than-encouraging 1992 in the cutting tool arena. What's needed to survive? Even more conventional services such as timely deliveries, smooth order processing and highly [...]

By Steve Cropper It's times like these that we should be thinking about the strength of our communities and local economies Everyone knows the economy is a mess right now, [...]

Jack Keough, Editor/Associate Publisher In this month's issue, our cover story (p. 28) focuses on the findings from our 60th Annual Survey of Distributor Operations. This year's study reveals several [...]

By Kimberly Griffiths, Associate Editor Providing a link between manufacturers and their distributors, the stocking rep is an extension of one, to the benefit of the other It stands to [...]

Change and Opportunity Distributors of cutting tools, abrasives and accessories can expect 1989 to resemble last year. For many, that is very good news. Yet for others, it means grappling [...]

Officials in the distribution industry believe that sales of tools and related equipment will rise by the second half of 1999. The first three months showed a slump in sales, partly due to the decline of the construction industry, which has been a significant market for distributors. The increasing popularity of on-line services and the increase in demand from the automotive industry are expected to provide the needed boost for distributors., May's uptick in manufacturing is good news for distributors who experienced slow sales in the first quarter NEWTON, MASS. - Is the manufacturing sector of the economy about to give [...]

Some materials handling equipment distributors expect forklift and other industrial truck long-term rentals to be strong in 1999 as it was in 1998 although the 1999 level will be perhaps 5%-15% lower than that of 1998. A few anticipate the end of what has been a robust boom with a decline being gradually experienced toward Dec 31, 1999. One industry executive warned that distributors should be prepared for a glut of rental returns as an oversupply of equipment leases are nearing their end., Some distributors warn of a potential glut as lift truck leasing keeps growing Some distributors expect long-term rentals of forklifts and other industrial trucks to be strong again this year, [...]

Defense industry manufacturers continue to be pessimistic regarding 1999 and the years following. This gloomy outlook has thereby rendered uncertain the future of their distributors. A number of distributors have attributed the uncertain and gloomy outlook to the Asian economic crisis, which continues to affect the defense sector and, consequently, defense sector suppliers. Downsizing is expected to occur as a result although some distributors believe potential new business may offset revenue declines., Distributors left up in the air regarding the future of the aerospace industry Nobody liked it when the U.S. was forced to respond to terrorist attacks by retaliating with air [...]

Distributors to the house construction sector stand to benefit from the impact of changing demographics on the housing market until 2010. Minorities are predicted to comprise 75% of overall population growth and account for 40% of household growth in the next 10-15 years, sparking a strong demand for housing. Specifically, increases in immigrants' average age and longer residence in the country will spur the rapid growth of home ownership among them., The U.S. population is changing. It's becoming more racially and ethnically diverse, more highly concentrated in the South and West, and much older. These changes have already begun to have [...]

Distributors of industrial equipment have to manage a host of challenges in the advent of the second millennium. They need to address demands for increased capability, as well as improve sensitivity and responsiveness to customer needs. As of the 1990s, catalog businesses and suppliers have already eaten up a large portion of distributors' source of income. To compensate for this loss, distributors would have to require fees for side services they have formerly offered for free. They must also invest on creating additional customer-oriented features in their products., A study commissioned by ASMMA and I.D.A. evaluates the industrial channel and predicts where the business is headed Early last year, the staffs at the American Supply & Machinery Manufacturer's [...]

Consolidations remain to be important options for power transmission equipment manufacturers and distributors to continuously improve their growth potentials. These developments have given focus on the future prospects of small and mid-sized independent distributors and their chances of competing with larger companies. Several small and mid-sized independent distributors remain confident that there will always be a niche for them in the industry, with the increasing need for more localized service. Success, however, depends on their own corporate market strategy.

Trade agreement is expected to provide a big boost to Southern distributors Ross Perot expects to hear that giant sucking sound--caused by U.S. jobs going south to Mexico--any day now, [...]

Industrial distributors and manufacturers should be proud. According to numerous newspaper and television reports, economists point to manufacturing as the one bright spot in an otherwise dreary economic picture. And [...]

Stability seen for hand tool sales Even if construction lags, suppliers agree that petrochemical and utility activity will keep hand tool sales at least flat, or even up slightly, during [...]

HALF EMPTY: INDUSTRIAL DISTRIBUTION'S 58th Annual Survey of Distributor Operations was depressingly familiar reading. Respondents reported huge sales losses as a result of job migration to China, skyrocketing medical and [...]

This year promises to be better than 2002, according to economists and industry observers. In its latest economic report last month, the Institute for Supply Management said purchasing and supply [...]

Let's face it, since September 11 things just haven't been the same with our economy. The manufacturing industry as well as other industries that are crucial to America's economic strength [...]

Distributors supplying original equipment manufacturers (OEM) in the automotive, pharmaceutical, finished goods packaging and other sectors have reported an increase in business in fall 1999. One of the potentially lucrative opportunities where activity is expected to become brisk in 2000 is in the area of factory automation products requiring assemblies of fluid power components. OEMs continue to require distributors to furnish more services such as engineering and technical support., With many original equipment manufacturers rebounding from down cycles, distributors of OEM components and parts see activity picking up. Equipment manufacturers in industries such as semiconductors, agricultural equipment, and energy [...]

Members of the Power Transmission Distributors Assn expect profit margins to remain flat in 1999 despite anticipated sales gains because of increasing employee costs. The industry continues to experience a slump and only 14% of the distributors and 12% of the suppliers in the sector expect revenues to increase by over 10%. Distributors are faced with increasing pressure not to make mistakes as many end users are close to or are actually in recession., Forecasts have darkened a bit as the power transmission industry's slump continues. In a recent market outlook report, members of the Power Transmission Distributors Assn. said they expect profit margins [...]

Executives in the materials handling systems/equipment distribution business are uncertain about the industry's prospects in 1999 after several boom years. Most suppliers and distributors reported 1998 as being their top or record year for sales and profits but are wondering when demand will slack off. One industry executive opined that the strong US economy will likely encourage capital equipment spending in 1999, which will bode well for the business., Will this be the year customers begin to cut back on material handling systems and equipment purchases? A few industry executives acknowledge that after several boom years, 1999 presents some [...]

The continuing slowdowns in some manufacturing segments have resulted in ever-fiercer competition which hose and sealing distributors believe will lead to tighter markets. Many of them have mixed reactions regarding their prospects for 1999. A National Assn of Hose and Accessories Distributors official observed that because customers are not buying the quantities that they ordered in the past, all distributors are scrambling to capture any order and the business has therefore become highly service- and customer-oriented., Hose and sealing distributors see markets tightening with intensified competition as slowdowns continue in some manufacturing sectors. 'I think with the fact that people are not buying as they have [...]

The wholesale distribution industry continues to experience turbulent change. For one, electronic commerce is expected to have a substantial effect on the distribution channel and those who embrace on-line commerce early will gain market share. The overall impact of electronic commerce may be minimal but is expected to have a massive effect and shift from a competitive edge to a requirement between 1999 and 2003. Sales and purchases conducted through the Internet between wholesalers and distributors will grow sharply., The latest 'Facing the Forces of Change' study by the Arthur Andersen Co. shows that the wholesale distribution industry continues to be in the midst of turbulent change. This year's [...]

Distributors for the automobile and truck sectors have a promising outlook for the coming years. Monthly automobile output posted growth for seven of the first eight months of 1992 and is estimated to rise 6.8% and 8.4% in the entire 1992 and 1993, respectively. Domestic sales of cars in 1992 is also expected to increase by 4.3% despite modest consumer confidence. The growth in the automobile market might trigger a parallel response in the truck sector, especially with the resurgence of the manufacturing and construction industries., Domestic producers strengthen their competitive positions. Distributors serving the automotive and truck markets can expect to see steady improvements in the industry over the next few years. Monthly auto production, [...]

Consider the following scenario: An end user contacts a manufacturer electronically. On his or her personal monitor the user 'sees' the manufacturer's customer service specialist who, in turn, authoritatively answers [...]