Home Depot wants HD Supply to capture MRO market share | SiteOne Landscape turns profit, buys Texas company | How Walmart is working to grow its marketplace
Home Depot CEO Craig Menear wants its reacquisition of HD Supply to drive growth in the maintenance, repair and operations market. HD Supply's website and e-commerce operations are particularly valuable, says Chief Financial Officer Richard McPhail, and the business "allows us to penetrate into a housing segment that was more difficult to penetrate with the orange box."
SiteOne Landscape Supply reported fourth-quarter earnings of $11.5 million on revenue of $675.1 million, as well as a full-year profit. The distributor has also acquired Lucky Landscape Supply, based in Katy, Texas.
Walmart is reportedly attempting to expand the lineup of third-party sellers on Walmart Marketplace by courting major sellers on Amazon. The retailer is making other marketplace moves, including new partnerships with Shopify and sellers on BigCommerce.
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There are five indicators that a supplier will be receptive to feedback, including whether a supplier follows industry standards such as ISO 9001, uses lean management and avoids paying by piece rate, according to researchers Jodi Short and Michael Toffel. They also offer several avenues for improved monitoring and performance tracking.
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The most profitable distributors have specialized sales forces and provide a top-notch customer experience, writes Randy MacLean of WayPoint Analytics. Specialization "delivers consistent and effective action into the sales preparation phase, assigns the most persuasive and capable reps to presentation and the actual selling, and puts a team the customers love in charge of keeping them happy," he writes.
It's great when salespeople can go above and beyond to secure an important deal, but when heroic efforts are regularly needed to generate sales, it's often indicative of a greater problem, writes David Brock. When sales strategies are working as intended, the sales process "should be very boring," Brock writes.
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Disruptions are part of life, but teams can plan for how they'll prioritize and respond to interruptions, write Karin Hurt and David Dye. "Without a process, it's easy for this urgent situation to involve more people than necessary frenetically working to address the issue, updating their bosses, and duplicating effort," they write.
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The National Association of Wholesaler-Distributors has just announced a digital advertising campaign promoting the utilization of the country's entire distribution network for vaccine distribution as supply increases and the country hopes to bring more vaccines to more people across the country. The first ad, which may be viewed here, begins running immediately and will run indefinitely.
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