Genuine Parts' wholesale distribution unit to join Essendant | Premier Farnell's Clark touts benefits of e-commerce overhaul | Survey: Industrial distributors see strong Q1 results
April 13, 2018
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Genuine Parts' wholesale distribution unit to join Essendant
Genuine Parts will spin off and merge wholesale distribution unit S.P. Richards with Essendant in a Reverse Morris Trust arrangement. The resulting firm will be known as Essendant and will be led by current Essendant CEO Rick Phillips with S.P. Richards CEO Rick Toppin serving as chief operating officer.
Reuters (4/12) 
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Premier Farnell's Clark touts benefits of e-commerce overhaul
More than 50% of Premier Farnell's $1 billion in sales comes from e-commerce, and the company has had huge success with the transition in terms of both employee and customer satisfaction, according to executive Matt Clark. He says business-to-business companies looking to drive e-commerce sales should focus on fundamentals, such as good visibility, compelling conversion and easy sales options.
B2B E-Commerce World (4/11) 
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Survey: Industrial distributors see strong Q1 results
Industrial distributors reported a 2.3% year-over-year boost in overall pricing and aggregate revenue growth of 5.7% year over year in the first quarter of 2018, according to a quarterly MDM-Baird Distribution Survey. MSC Industrial Supply posted its Q2 results Tuesday, noting expanding market demand and an improved pricing environment.
Modern Distribution Management (4/11) 
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Operations and Technology
Next-gen truck drivers want high-tech training, says ATS CEO
The US trucking industry is facing a huge labor shortage over the next 10 years, and the sector's ability to attract and train young generations will depend on high-tech, high-quality solutions such as simulator training, according to Advanced Training Systems CEO John Kearney. "As in practically every area of digital technology today, rapid improvements are being made in driver training simulators," he says.
Global Trade magazine online (4/11) 
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Automation, robotics make sense for warehouses, Tompkins exec asserts
Warehouses across the US are accelerating their ROI, cutting capital costs and fighting labor shortages and rising wages by investing in automated solutions that use robots, writes Mike Futch, president of Tompkins Robotics. "The industries currently the most intent on using robotics in warehouse operations are store fulfillment for retail applications and in e-commerce fulfillment," he writes.
Material Handling & Logistics online (4/10) 
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Sales and Marketing
How CMOs should prepare for a disruptive future
Chief marketing officers are about to face the fourth industrial revolution, and they must prepare by updating systems, by building a consistent brand story that has problem-solving as its main narrative, and by developing a robust way of measuring lead-generation return on investment, writes Marie Hattar. Modernize your website, integrate marketing resources and consider a brand refresh to appeal to a growing cohort of younger buyers, she writes.
Forbes (4/10) 
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Use CRM to track customer feedback
Customer-relationship management can provide a platform for organizing customer feedback in a useful way, writes Daniel Newman. Customer communication is easier to track on a CRM platform, and artificial intelligence can help companies make better use of the information.
Forbes (4/10) 
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The Business Leader
A message is memorable with a strong ending
Make the most of your speech by using its conclusion to revisit its main points and purpose, writes Deborah Grayson Riegel. Invite questions to clarify any audience misunderstandings and inspire listeners to act on what they just learned, she writes.
Inc. online (4/10) 
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It's a leader's job to break down silos and build strong teams
Increased demands on teams sometimes move members to retreat into self-preservation mode, so consider team-building activities to improve trust and communication, writes Naphtali Hoff. Cohesive teams won't happen until leadership studies each individual's strengths and provides training where required, so they will succeed as individuals and collectively, he writes.
SmartBrief/Leadership (4/11) 
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NAW Insider
Develop your future leaders at NAW's Rising Stars Program
Develop your future leaders at NAW's Rising Stars Program
What better development is there than for your rising stars to spend a few career-changing days reaching their business potential while learning specific ways to improve your company's profitability? Equipped with new knowledge and the latest skills specific to the distribution industry, your high-potential leaders will return to your company ready to impact your business now and for years to come. This premier leadership program will take place June 11-15 at Ohio State University. Get details and register.
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Shift from good to great at NAW Billion Dollar Roundtables
Shift from good to great at NAW Billion Dollar Roundtables
The value proposition of the NAW Billion Dollar Roundtables is the 1.5-day opportunity to network with your C-suite peers at billion-dollar wholesale distribution firms. Billion-dollar CEOs, CFOs, CIOs, COOs, CLOs and chief HR officers come to these Roundtables to benchmark the "best-in-breed" solutions and strategies from an exclusive roundtable of distribution executives at the top of their game. Register today.
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Your playbook for reaching profitable growth
Your playbook for reaching profitable growth
Growth is imperative. "Driving Profitable Growth: A Distributor's Playbook to Generate-Manage-Sustain Competitive Advantage" is a first-of-its-kind research study with two wall maps that examines both public and private distribution firms and uncovers a road map that addresses the three dimensions -- generating, managing and sustaining -- of profitable growth. It provides 95 best practices, 40 action steps ready to implement and 60 distributor examples.
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