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The Amended Fastener Quality Act of 1999 is set to become effective on Dec 6, 1999. The law seeks to prevent fraud rather than legislate quality through government required inspection and testing. It differs in many significant ways from the original Fastener Quality Act of 1990 and three related, subsequent statutes enacted over a nine-year period. The new law contains a number of special conditions and exclusions affecting distributors and importers., Set to take effect December 6, the Fastener Quality Act seeks to prevent fraud rather than legislate quality It's been twelve years since these pages first launched a continuing series [...]

The Industrial Distribution magazine's survey of supplier-distributor relationships revealed that most distributors weresatisfied about product quality but were concerned over the frequency with which suppliers communicate with them. Moreover, distributors believed that key issues affecting their relationships with their suppliers include product quality, on-time delivery, discounting, pricing, inventory requirements and returned goodspolicies., EDITOR'S NOTE: This is the second in our series of exclusive surveys in which we ask distributors to rate suppliers of specific product categories. In January, '95 we covered the [...]

A survey of the distribution industry reveals that median sales grew by 4% in 1993. Gross margins rose by a mere 1% and net profit growth remained stable at 5%. Distributors expressed opposing views on how to better manage the business. Sixty-eight percent believed in specializing their product lines to attain growth, while 69% said that they planned to expand their product lines. General economic performance was the major concern of 66% of the respondents and 22% cited competition from other distributors as their second concern., Our industry expanded slightly in 1993, but even this marginal growth seemed hard to achieve While distributors get better at managing their businesses, many long for more business to manage. [...]

AIS workers show how to reduce losses New attitudes help the firm avoid having to find $33 in new sales to cover each $1 lost to workplace abuse. Bob McBeth [...]

Quality movements are great! Need proof. Check out a PT house that's into motion control and catch the heady action. 'It's getting to be an exciting business again.' So says [...]

Attitudes anchor Harbor sales Inside salespeople at Harbor Tool Supply call on 252 years of collective experience in helping process the firm's business. Management calls it 'Harbor-izing.' What they're referring [...]

Strong Tool's Jim Komasinski was named 1996 Distributor Salesperson of the Year by 'Industrial Distribution' magazine. Komasinski, who manages Strong Tool's sourcing contract with the Bethlehem Steel plant in Burns Harbor, IN, was instrumental in increasing the contract volume from $1 million in 1989 to $2.7 million in 1995. He has also reduced Bethlehem's in-plant inventories by 78%, leading to annual savings of $118,000 between 1991 and 1994., When you already have the order, the most important task is taking care of users It's taken just six years for Strong Tool's business at Bethlehem Steel's Burns Harbor, Ind. [...]

Maybury Material Handling maintains its competitiveness by displaying a high level of competency and integrity. The distribution firm uses its own people in installation projects to preserve the company's image and provide better service to customers. It is also engaged in aggressive marketing programs aimed at expanding its customer base., Material handling firm pursues customers who want more than product When John Maybury says he's going to do something, you can bank on its being done. That's the consensus among [...]

A survey conducted among vendors and distributors of top primary line abrasive, bearings, power tools and non-metallic hose suppliers indicate product quality and depth of line as the primary characteristics of top line suppliers. Approximately 10% of the vendors cited competitive pricing as another characteristic. For non-metallic hose, Gates Rubber Co. was the most popular. The Electric Tool Corp. was the most popular for all categories. In the abrasives arena, 3M Abrasives Technologies Group proved to be most famous., Price is a small factor in our inaugural survey of supplier attributes Nearly 34% of responding distributors who carry abrasives, bearings, power tools, or non-metallic hose name 'product quality' as [...]

Empowerment is the driving force behind the success of the Flolo Corp., which is a highly specialized operation in the industrial distribution sector and is headquartered in Franklin Park, IL. Although the company derives only 50% of its revenue from typical distribution activities, it is especially competitive in the area of modifying mechanical components. It keeps a sizable stock of drives and motors as this is considered the core of its business., People have brains; they've got to be used.' So says Norman Flolo, vice president for services and operations at The Flolo Corp. in Franklin Park, Ill., a $17 million enterprise [...]

Distributors are looking at traditional and innovative approaches in minimizing error rates. A more traditional approach would be to hire highly motivated people and to train them well. Many leading edge distributors are taking it one step further by automating their sales and marketing routines. Moreover, many distributors have discovered that using an electronic data interchange connection will help solve varied information and communication problems., Automating sales and marketing routines reduces nagging errors With the distribution industry's median gross margins hovering around 25%, it's become too expensive to make a mistake in this business. Want [...]

Buyers are increasingly turning to industrial distributors for assistance before making purchase decisions. Surveys show that in 73% of transactions, distributors provide specific brand recommendations to buyers. Results also show that buyers depend on distributors' technical expertise and reliability when solving problems relating to product performance and suitability for new applications. Industrial buyers also seek their help whenever they need to update themselves on technology and product improvements., MORE THAN EVER BEFORE, BUYERS COUNT ON DISTRIBUTION'S KNOW-HOW Industrial buyers 'look to the distributor for facts about improvements in technology.' So says Pat Lawson, a buyer with Quench Press [...]

Illinois-based Mutual Sales Corp has 14 employees who are given the authority to initiate change in the company. This highly flexible management style has resulted in improved operations to the benefit of customers who enjoy the company's people-oriented service. This tool and fastener specialty house makes it a point to sell products of high quality at reasonable prices carrying 30-day satisfaction guarantees. The company uses Total Quality Management., Each of Mutual Sales Corp.'s 14 employees has the authority to effect change How often do you consider that customers have the same fears, goals, desires, and wants that you [...]

Machinery industry experts noted that sales of complete power transmission packages is gradually increasing from 6% to 15% annually. Consequently, sales for power transmission replacement parts is expected to decrease gradually. The increasing demand for complete power transmission systems is forcing industrial distributors to shift their marketing efforts from component parts to complete systems., Scrambling for profits, pt distributors switch their energies between emphasizing components and specifying full systems. Several years ago, members of the Power Transmission Distributors Assn. (PTDA) voted down a proposal [...]

Bearings Inc has made use of personnel empowerment and total quality management focus to develop a customer satisfaction rating that leads the distribution industry. The $814 million bearings, power transmission and motion control systems distributorship has focused on developing personnel aimed at management careers to develop its 'best practice' processes. The night shift of the firm's J.R. Cunin Distribution Center achieved a 99.6% accuracy level that was attributed to this personnel management approach., Applied selling techniques define quality as customer jubilation. So here's the challenge. While much of our industry hotly pursues customer satisfaction, associates at the 331 branches of Bearings, Inc. (BI) [...]

How do you balance the service levels your customers demand with the inventories you can afford to carry? How much does it cost to have safety stocks of |C' items? [...]

Atlantic-Tracy image reflects quality When it comes to implementing quality processes, A-T's people prove that workers know best. How many of your customers acknowledge that you'll be more profitable as [...]

How to gauge the market's race A lot of research and a little bit of risk--together they keep sales rolling at Eastern Bearings, Inc. Bide your time. Learn your trade. [...]

Here's a 'Q'-tip from one who's done it: Hire good people and give them room to do their jobs. How do you repair cracks in a 60-yr old dam? Well, [...]

Applying Basics wins core Customers One step at a time, from specialty items to full line and fabrication services, from mostly MRO to bigger bits of OEM, Harry McGill expands [...]

Value-added education breeds leaders A robust blend of technical and management courses helps Clarkson University develop talent distributors can rely on now and into the next century. Our industry's much [...]

Consider the prospect that within ten years-that's fewer than 120 monthly reports-there 'will be no paper processed for business transactions.' Edward Guilbert, consultant, used that projection to greet his audience [...]

What began as a personal home page stitched together by an 'early adapter' is set to become a productivity-enhancing business information center At first blush, the current Website for Maybury [...]

Independent distributors either deploy an e-commerce solution now or risk being relegated to 'follower' status-or worse To stay in business, independent distributors need to make 'go/no go' decisions regarding the [...]

Market-driven Worthington marks 160th year From supporting the Erie and Ohio Canal to supplying an automotive metals company, The George Worthington Co. has served northern Ohio industry for more than [...]

Broad inventory anchors fastener firm Working from the premise that says you've got to have it to sell it, Eckart & Finard ties down a hefty portion of southern New [...]

Power issues light up electrical market To function competitively, businesses and manufacturers need ample supplies of dependable power. Each blackout, brownout or voluntary cutback during production cycles decimates productivity and [...]

Training breeds customer loyalty In 1988, K.J. Electric (Syracuse, NY) logged $7.997 million in sales, up 35.6% from the previous year's $5.86 million. What makes that performance especially noteworthy is [...]

Here's an example of a distributor who had to help a customer identify needs before exceeding expectations in meeting those needs On April 15, 1999, The Hope Group, Northboro, Mass., [...]

The Energy Policy Act of 1992 establishes component efficiency standards for industrial motors, lighting equipment and distribution transformers. The goal of the standards is to ensure that consumers buy and use the most energy-efficient equipment by eliminating poor equipment from themarketplace. The Energy Policy is criticized for underestimating the industrialbuyer's capacity to choose the best products. The standards for motors will take effect after Oct. 24, 1997. The potential effects of the Energy Policy on industrial distributors are presented., You've got to love the way bureaucrats think. Green vegetables are good for you, the regulators allegorically say. So that's all we're going to allow you to eat. Want cream-filled [...]

Distributors can increase sales by offering a programmable controller, a data collection system that increases product fabrication yields, tracks quantity orders for shipment, checks productivity and defects and corrects errors made. The system is a compact scanning equipment which can accomplish scanning, printing and non-contact bar uses. It also labels, identifies and counts number of finished products. The use of data collection systems promise to increase accuracy and efficiency in the distribution industry., It's an amazingly simple concept: You can't be in real time if you're relying on last Friday's report. Catch a customer's attention with that fact, and you open the door [...]

At nine in the morning he's a medic diagnosing your customer's metalworking problem. During the afternoon and into the next few days, he--or she--dons a chef's chapeau, relying on field [...]

Partnership with IBM sells 23 systems in first 15 days. In response to user requests for IUNIX-type computing-an environment that is increasingly popular in business applications-Prophet 21, Inc. has adapted [...]

Sculpture honors team efforts This year, Carborundum Abrasives uses 'Reflections of Niagara' to acknowledge Engman-Taylor excellence. Successful partnering requires more than a rigid focus on the bottom line. Yes, sales [...]

Little things mean so much. Take, for example, a 0.31X0.43-in. hardened steel speed clip that measures 0.20 in. thick.. Not very big, true. But boy! Can it say a lot [...]

In his heyday Ed Koch, former mayor of New York, made a political living by asking constituents 'How'm I doin'?' In a more substantive theater, United Electric and Thomas & [...]

IBM specialists target distribution Choices and personal attention characterize early '90s. What do you do when customers know who you are, but don't know quite what to call you when [...]

Mindware fuels automation At the first-ever Industrial Motion Control show, keynoter Frank Bauchiero explained how competitive manufacturing depends more on attitudes than dollars. Consider how your business would be affected [...]

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 [...]

Top management creates distributor-supplier partnerships, but distributor salespeople bring partnering goals to fruition. Proof of this maxim is found in King Bearing's three-tiered training program to which SKF Bearing Services [...]