Fastenal's Q2 sales drop 21 percent

Fastener distributor cites continued weakness in its industrial production and non-residential construction businesses

Victoria Fraza Kickham -- Industrial Distribution, 7/14/2009 11:18:16 AM EDT

Winona, Minn.-based fastener and general-line MRO distributor Fastenal posted a 21.4 percent drop in sales and a nearly 43 percent drop in earnings in the second quarter ended June 30. The distributor said the ongoing weak economy continues to negatively affect sales, particularly in its industrial production business and, more recently, in its non-residential construction business.

Fastenal's sales for the quarter were $474.9 million compared with $604.2 million in the second quarter of 2008. Net earnings were $43.5 million compared with $76.2 million in the second quarter of 2008.

Sales for the six months ended June 30 were down 17.6 percent to $964.2 million compared with $1.2 billion in the first six months of 2008. Net earnings fell 36 percent to $92.2 million compared with $144.3 million in the first half of 2008.

The distributor said its manufacturing business continues to suffer, though more so on the industrial production side-in which Fastenal sells products that become part of a customer's finished product-than on the maintenance side. Its manufacturing business contracted 28 percent in the second quarter while its non-residential construction business declined roughly 23 percent. Fastenal's remaining business-to resellers, government and its store-based retail business-is producing better results, the company said.

Fastenal opened 42 new stores in the first six months of this year, a nearly 2 percent increase since the end of 2008. The distributor slowed its new-store opening rate to 2 percent to 5 percent for 2009, but expects to resume its normal 7 percent to 10 percent store opening rate starting in January. The company has also stopped adding personnel, except for new store openings and for stores that our growing. In all, Fastenal says it has 8.5 percent fewer employees than it did at the end of December and 4.6 percent fewer employees than it did a year ago.

Applied Industrial Technologies partners with ORS Nasco

MRO distributor extends scope to industrial supplies
By Susan Avery -- Purchasing, 6/10/2009 9:02:00 AM

Applied Industrial Technologies has entered into a new strategic partnership with ORS Nasco, a wholesaler of tools, safety products, general industrial items and welding supplies. ORS Nasco, a single-source wholesaler, sells exclusively to distributors of safety, welding, construction, oilfield/pipeline and industrial supplies.The partnership expands Applied’s offering of maintenance supplies in areas such as tools and safety with such brands as Rubbermaid, CM Hoists, UnionTool and Maglite. The offering also extends into new product areas such as welding and oilfield/pipeline supplies. In all, the partnership adds more than 80,000 items to Applied’s product basket.In addition, the partnership provides Applied with one-day and two-day delivery on 99% of ORS Nasco inventory. Coordinating efficiencies of ORS Nasco’s eight strategically located U.S. distribution centers with Applied’s logistical infrastructure makes possible these quick delivery times.In an effort to consolidate spending with suppliers and keep costs in line, MRO buyers continue to look to industrial distributors to provide an increasing number of goods and services. Results of a recent Purchasing survey, in fact, show 35% of respondents buying more through distribution today than five years ago. MRO stands for maintenance, repair and operations.“ORS Nasco gives us immediate access to the types of products that many customers have been requesting—general industrial items that round out our product offering and make Applied truly a one-stop shop for industrial purchasing,” says Jeff Ramras, vice president—supply chain management, at Applied in Cleveland, Ohio.With $2.1 billion in annual sales, Applied Industrial Technologies places in the 10th spot on Industrial Distribution magazine’s Big 50 list of industrial distributors for 2009.

Grainger acquires Asia Pacific Brands

Broad-line distributor W.W. Grainger today announced it has signed a definitive agreement to acquire full ownership of Asia Pacific Brands
Jack Keough -- Industrial Distribution, 6/5/2009 1:09:52 PM

Broad-line distributor W.W. Grainger today announced it has signed a definitive agreement to acquire full ownership of its joint venture in India, Asia Pacific Brands India Private Limited, one of India's leading industrial and electrical wholesale distributors.
"We are excited about growing our business in India," said Grainger's chairman and chief executive officer Jim Ryan. "As that economy gets more competitive, Indian companies want efficient and reliable ways to get the quality products they need to keep their facilities running and their employees safe. With annual revenues of approximately $30 million, Asia Pacific will provide us a starting position in a large, high-potential MRO market."
Grainger will contribute an estimated $1.2 million to gain full ownership. Late last year, the company wrote down its investment due to the bankruptcy filing of Asia Pacific's largest supplier.
"Over the past six months, we have helped streamline Asia Pacific's operations, strengthen its management and enhance its supplier base. We will continue to make prudent investments in the business to deepen our presence in India's growing economy," said Bonnie McIntyre, vice president for Grainger's International Market Development. With more than 20 locations and more than 4,000 dealer relationships across India, Asia Pacific Brands plans to go to market under the Grainger brand.

Grainger sales drop 10 percent in May

Grainger's May 2009 sales dropped 10 percent versus May 2008
Victoria Fraza Kickham -- Industrial Distribution, 6/8/2009 1:14:01 PM

Grainger reported today that its May 2009 sales for the United States versus last May dropped 10 percent, largely due to weak demand across all customer end-markets and geographies. Foreign exchange negatively affected sales by about two percentage points.

Sales from pandemic related products as a result of the H1N1 virus outbreak positively affected sales by one percentage point.

Sales in Canada during May dropped 14 percent compared to May 2008. One percent of that drop was reflected in local currency. Grainger's other businesses dropped 17 percent.

The DoAll company gains metalworking customer base

Jack Keough -- Industrial Distribution, 6/10/2009 2:49:26 PM

DGI Supply, a DoAll company, has signed an affiliation agreement with Tool Crib Supply, Bensenville, Ill., allowing DGI to hire all of Tool Crib's employees and take over its metalworking customer base.
DGI Supply plans to combine its inventory with Tool Crib Supply's, while moving all order fulfillment to its Wheeling, Ill. location.
"The combined inventory will improve service levels and with DGI's automated warehousing systems improve efficiency while reducing errors," said Bill Henricks, COO of DoAll.
With 55 locations, DGI Supply ranked 26th on Industrial Distribution's 2009 Big 50 distributors list.

Industrial Distribution Magazines Top 50 Distributors

Jack Keough and Industrial Distributions Mag hits it again with their great update on the Top 50 distributors. Check out Keoughs Korner as well.

Grainger 2009 Fact Book for Investors Now Posted Online

The 2009 Fact Book is now available online at http://www.grainger.com/investor. This "book" has been published for a number of years and is produced annually to share key facts and highlights; it provides a greater understanding of Grainger's business and investment profile.

Airgas raises quarterly dividend by 13 percent

RADNOR, Pa. - Industrial gas maker Airgas Inc. on Tuesday said it raised its quarterly cash dividend by 13 percent to 18 cents per share from 16 cents per share.
The dividend is payable June 30 to shareholders of record as of June 15.
"This dividend increase is a way to reward our shareholders in a tough environment," Chairman and Chief Executive Peter McCausland said in a statement.
Shares rose 41 cents to close at $43.06.

Motion Industries Acquires General Tool and Supply

Motion Industries has acquired General Tool and Supply, a regional industrial supplies distributor, headquartered in Portland, Oregon and its subsidiary Industrial Tool and Supply headquartered in Tucson, Arizona.
Jack Keough -- Industrial Distribution, 5/7/2009 2:31:33 PM

Motion Industries has acquired General Tool and Supply, a regional industrial supplies distributor, headquartered in Portland, Oregon and its subsidiary Industrial Tool and Supply headquartered in Tucson, Arizona. General Tool and Supply Company has four locations in Oregon, Washington, and Idaho; and Industrial Tool and Supply has two locations in Arizona.

Bill Derville, President; Jim Miller, Executive Vice President Sales and Marketing; and Rick Parlett, President Industrial Tool and Supply will remain as the leadership team and continue to manage the business as General Tool and Supply and Industrial Tool and Supply.

General Tool stocks in excess of 35,000 items of hand tools, power tools, precision tools, cutting tools, electronics tools and supplies, construction tools, abrasives, hoists, safety supplies, chemicals, and janitorial supplies. General Tool and Supply was recognized as one of the 5,000 fastest growing companies in America by Inc. Magazine in 2008. They distribute products from over 500 manufacturers.

General Tool and Supply's customers include aerospace, pulp and paper mills, general manufacturing plants, machine shops, foundries, electronic manufacturers, steel mills, construction companies, and government agencies. Industrial Tool and Supply customers include copper mines, general manufacturing, machine shops, contractors, and electronic manufacturers.

With 2008 sales of $3.5 billion, Motion Industries is a leading industrial parts distributor of bearings, mechanical power transmission, electrical automation, hydraulic and industrial hose, hydraulic and pneumatic components, industrial supplies, and material handling. Motion Industries has more than 500 operations including eight distribution centers throughout North America and serves more than 100,000 customers from the chemical, food and beverage, wood and lumber, iron and steel, pulp and paper, mining and aggregate, petrochemical, automotive and pharmaceutical industries.

Motion Industries is a wholly owned subsidiary of Genuine Parts Company (NYSE:GPC)..

HD Supply White Cap acquires Orco Construction Supply

Deal expands HD Supply's presence in California, Arizona and Nevada
Victoria Fraza Kickham -- Industrial Distribution, 5/20/2009 2:06:18 PM

HD Supply White Cap said Wednesday it purchased the assets of Livermore, Calif.-based Orco Construction Supply. The deal expands HD Supply's coverage in California, Arizona and Nevada.

Orco, a construction supplies distributor with 11 distribution centers and two rebar facilities, filed for Chapter 11 bankruptcy protection earlier this year. In April, the distributor announced plans to sell to ACSP LLC, an entity run by White Cap founder and former executive Greg Grosch. White Cap was sold to The Home Depot in 2004 and became part of its HD Supply business, which was spun off in 2007.

The deal was contingent upon ACSP obtaining final financing and subject to an overbid process as part of the bankruptcy proceedings. Subsequently, HD Supply bid on and purchased Orco, according to an HD Supply spokesperson.

"The acquisition of ORCO's assets provides HD Supply White Cap with an increased ability to provide world-class service to our existing and prospective customers," said Tom Lazzaro, president, HD Supply White Cap. "It further strengthens our leading position in an important region with strong growth potential."

ORCO Construction Supply will be fully integrated into the HD Supply White Cap business and will begin operating under the HD Supply White Cap brand following the closing of the transaction.

More on George Hayward

The article/posting below this one tells a great history of my friend and colleague George Hayward. The word icon probably doesn't really tell the story on Georgie. George was bigger than life. It doesn't matter if you loved George and hung on his every word or you disagreed with George - George was George and you knew where he stood. Always respectful, always confident and never short on words. Many people are found to not be short on words but also not have much of value to say. Not George, when he spoke he most likely had an idea, a thought, a suggestion etc that was going to be of value to you. If not today, sometime down the road it would come back to you.

Dave Johnsons description and history of George in the posting below is a great one. Other trade publications have published similar info but Dave did a great job in describing our friend and colleague. My experience with George goes back to the late 1980's. I was working for Zee Medical here in Irvine as a National Manager and George and I met at the Industrial Hygiene show.

In those days I didn't really understand the role of an Independent Rep but George was certainly willing to help me understand. Little did I know that in 1993 I would strike out on my own and start my own rep agency. Early on I had George and his experience, thoughts, opinions and relationships to help mentor me whenever I asked. George always knew "the guy to talk to" and was always willing to share and support. George knew the strengths and weaknesses of a company and the ins and outs of representing them in the market. You could always count on George.

Over the years every time I had a question I knew I could count on George and I was fortunate to get to know his two boys Tom (Tommy to me) and Todd as well. Over time I got to consider Tommy and Todd as friends along with their dad George. In 2003 when I left the rep biz and joined Tim McDuffie at STARDUST Spill Products I started to interview rep agencies. Guess who I called first? You bet-George and United Sales Associates.

I will never forget the first NSC show that Tim and I did. We were so focused on demo'ing our products to end users that when George, Todd, Tommy, Mark, Paul.......... stopped by our booth the Icon George couldn't figure out why the 6'8' Tim didn't have time for him and kept swirling that damn broom. Tim was selling and George was selling-they just were selling different things and to different people but in the same space and time. Somewhere we needed a buyer. Georgie stormed off! A year later or so our company hired (or maybe they agreed to pioneer our new line of products) George and the team and and I have enjoyed watching Tim and George reminisce that moment at the NSC show with guttural laughs a number of times.

As Tommy and Todd along with Mark and Paul have driven the business ahead I have enjoyed watching George slow down a bit and do his writing, his travel and pontificate on the state of the state. George and I have had many a conversation about contracts, product profiles, markets, channels, etc etc etc. As our business has grown over the past few years and I became a family man I havent had the same opportunity to take advantage of the sage advice of George as often as I'd like. Of course it wasnt always easy to find the jetsetter either-London, Dusseldorf, Napa, Florida.......!

I will miss George, I will miss knowing he is there for a question here and there. I will miss George holding up his numbered plaques during the USA Invitaional telling me how many minutes left in my presentation. I will miss George holding court at a lunch table at the back of the NSC or IH show. I will miss reading his writings. What I am happy for is the time that I did get to share with George and I am happy that I continue to work with his sons and his team.

I know that hundreds and hundreds of people have shared their love and thoughts with Mo, Tom and Todd in the past few weeks and I hope that soon their tears will turn to smiles when they remember the lives and careers that George touched-mine included!

Everyone’s “Partner in Safety,” George Hayward, dies at 67

May 4, 2009


George J. Hayward, 67, an icon in the tight-knit U.S. safety products industry, passed away on May 1, 2009, after a brief illness. George’s stature and influence extended far beyond the eight states served by the safety products manufacturers representatives of his company, United Sales Associates, founded by George in 1982 and based in Cincinnati. Beginning in March, 1997, George wrote a regular column (67 in total) for ISHN’s “For Distributors Only” supplement, prodding the safety products industry to see and seize the positive contributions it could deliver by being a holistic, integrated partnership of manufacturers, distributors, manufacturers’ reps, workplace safety and health professionals, regulators, and professional and trade associations. George had other “pet passions”: to think globally, to think beyond compliance selling, to make the business case for safety, and to think of new ways of servicing and educating safety and health professionals who purchase his industry’s products. In his first column for ISHN, George wrote: “In safety the heroes are not the doctors who repair those who have been injured but those who prevent the injuries in the first place! Those "Partners in Prevention" that Rick (Fulwiler) speaks to, those industrial hygienists, safety engineers, and the safety sales professionals - these are the heroes who prevent injuries and are truly the "Partners in Prevention." Here's to you all! - the real heroes!” In 1996, George was appointed to serve on the SEDA (Safety Equipment Distributors Association.), ISEA (International Safety Equipment Association.) and SEMAA Joint Committee on Education, a coalition responsible for creating and marketing the “Qualified Safety Sales Professional” (QSSP) program. QSSP is a week-long safety and health technical and regulatory fundamentals course, held twice each year, for sales and marketing professionals involved in the manufacture and distribution of safety equipment. The QSSP faculty, headed until his recent retirement as course director, by Dr. Rick Fulwiler, former director of Procter & Gamble Worldwide Safety and Health, has taught more than 700 graduates, increasing their knowledge base and raising their service capabilities to the benefit of thousands of worksite safety and health pros. QSSP classes have grown steadily in popularity, now selling out regularly. Thousands of safety and health professionals in the U.S. have benefited from George’s work and passion for safety without ever knowing who he was. George was a power-broker; a thought-provoking, humorous, extremely well-connected large man, almost larger-than-life to those who knew him. For most safety and health professionals, George’s work and contributions occurred behind the scenes, without their direct knowledge. More than an entrepreneur, George was one of the most visible and active leaders of the safety products community of manufacturers, distributors, purchasers and users; a tireless networker and alliance builder; a committed educator; a proponent of harmonized global safety and health regulations and closer working relationships between global safety and health associations; and a staunch advocate for protecting workers on the job. At trade shows such as the National Safety Congress, the American Industrial Hygiene Conference and Expo, and the American Society of Safety Engineers’ annual conference, George strolled the aisle joking, back-slapping, and conversing with his many friends as a sort of unofficial mayor of the expo floor. George was also a regular presence at industry meetings sponsored by the International Safety Equipment Association, the Safety Equipment Distributors Association, and the International Glove Association. George’s career in safety began in 1972 as a territory manager for Edmont-Wilson glove company, now Ansell Protective Products. In 1986, George was one of the founders and charter members of the Safety Equipment Manufacturers’ Agents Association (SEMAA), and served as its executive director and first president. In 1988, George was elected chairman of the National Industrial Glove Distributors Association (NIGDA) and served on its Hall of Fame Committee for 11 years. He was the first “rep” to be elected to the NIGDA Board, serving 8 years. In 1999, George was appointed MANA (Manufacturers’ Agents National Association) Manager of International Development to help guide MANA’s transition to a more global organization. MANA has a membership of approximately 4,000 rep agencies and 1,500 manufacturers in more than 25 countries. In 2001 George became the first non-European to be elected to the Board of IUCAB (International Union of Commercial Agents and Brokers). He served three terms ending in 2008. In 2005 he was elected to the MANA Board of Directors. In 2007, George was elected to serve on the MANA Board of Directors, Executive Committee. In 2008, he was also elected chairman of the MANA Board of Directors, Executive Committee. Founded by George in 1982, United Sales Associates, through its 13 field and inside sales reps, represents familiar product manufacturers such as Capital Safety fall protection, Haws emergency eyewash showers and fountains, Jackson Safety PPE, Lakeland Industries protective clothing, MAPA Professional gloves, Wells Lamont Industry Group gloves, and Justrite flammable storage containers. As manufacturers’ representatives, United Sales Associates operates as an independent sales and marketing contractor for the product lines of its principals (manufacturers), selling to distributors of safety products and making joint presentations with distributors to end-users of products (often worksite safety and health professionals). George is survived by his wife Ramona “Mo” Hayward (Steger), and his two sons Todd A. Hayward and Thomas J. Hayward, both employed at United Sales Associates.