Mike Miazga 2013-11-11 19:46:26
American Standard Brands announces distribution partnership with Ferguson American Standard Brands recently announced a new distribution agreement with Ferguson Enterprises. Ferguson will become an authorized American Standard wholesaler as of Jan. 1, 2014. Ferguson will supply American Standard in its showrooms and branch locations, including sinks, tubs, toilets, faucets and other high-quality kitchenand- bath products in the American Standard portfolio of brands. "One of our core strategies is to expand availability and to expand our penetration into the marketplace," American Standard President and CEO Jay Gould told Supply House Times. Gould noted the company's current market penetration is at 25%. He said the Ferguson agreement more than doubles that number. "With Ferguson we feel that will give us another 30% market reach," Gould said. "This is a very important deal for us and is critical in terms of our ability to continue to compete. We feel the increased percentage of penetration gives us a good number." Gould added another key part of the Ferguson agreement is the showroom aspect. "Ferguson has 250 showrooms, which is really important to us," he said. "Our current system lacked effective penetration into showrooms. We think it is going to help us hold specifications we win. Because of the previous low penetration we had a tendency not to carry through specifications on the commercial side of the business." American Standard products will begin arriving in Ferguson showrooms and counters in the first quarter of 2014. The new partnership complements American Standard's relationship with Wolseley in Canada, where the companies have partnered for many years. Ferguson and Wolseley Canada both are owned by Wolseley plc. The Ferguson announcement is the third major move by American Standard and parent company LIXIL Corp. in recent months. American Standard Brands was acquired by LIXIL in June and LIXIL recently announced the pending acquisition of GROHE Group - a move Gould said he anticipates will close within the next six months. "Now, it's all about execution," he said. "We've leveled the playing field and now we need to execute to create value." Moran named recipient of AIM/R Golden Eagle Award OmegaFlex's Ed Moran was named the winner of the Association of Independent Manufacturers'/Representatives Golden Eagle Award at the group's annual meeting in late September at the Hyatt Regency Tamaya Resort in Albuquerque, N.M. The award is presented annually to an individual in the manufacturing chain of the rep business. Qualifications for the prestigious honor include someone who: works cooperatively and develops as well as maintains positive working relationships with reps; promotes the industry and has a positive influence on the industry by providing quality products as well as quality assurance; provides efficient communication of information to their reps and assures they are kept updated on the industry and their products; strives to facilitate the reps' job through prompt filling of orders, prompt payment of commissions, and the providing of fast factory support in the event of any issues or problems; and utilizes independent manufacturers reps and is a supporter of AIM/R and participates on panels and industry events when invited. AIM/R Senior Vice President Industry & PR Rick Root (Bailey Sales) noted this year's award had a record 20 separate nominations for it and featured the closest voting results in the history of the honor. The two top place-finishers were separated by two votes. "It was our pleasure along with our undying gratitude to (give) this year's Golden Eagle Award to an individual who not only met all the award criteria, but went above and beyond on all counts," Root said. Ferguson revenues up 10% Ferguson parent company Wolseley plc recently announced its financial results for the 2013 fiscal year. Wolseley reported Ferguson, which is celebrating its 60th year in business in 2013, increased its revenue more than 10%, ending the year with sales of $10.6 billion. The company was 8% ahead of 2012 on a like-for-like basis, which measures growth of Ferguson's existing stores or branches that have been open for at least one year. Trading profits also were 27% ahead of last year. Ferguson's trading margin reached a record high 7.3%, which was ahead of the previous peak achieved in 2007. "I am so proud of what we accomplished in our 60th year of business," Ferguson CEO Frank Roach said. "We had a record performance in an economy that provided us with little growth opportunity. Our success was the culmination of many things, including a consistent business strategy, our commitment to providing world-class customer service and the hard work of our associates." Ferguson's major business units of blended branches, waterworks and HVAC gained market share. Blended branches continued to grow strongly across the country, underpinned by good renovation, maintenance and improvement markets. New construction markets, which drive a smaller proportion of revenues, also improved. Three acquisitions were completed in the year, which accounted for 2.4% of revenue growth. The company opened 50 branches, principally in the waterworks and industrial segments. Modern Supply announces deal to carry Kohler products Knoxville, Tenn.- based Modern Supply, the 2011 Supply House Times Supply House of the Year, recently announced that it is again a Kohler distributor. "We are looking forward to the journey with our renewed partnership," Modern Supply President Dottie Ramsey said. "Our employees and customers are very excited about the news and the changes to come." Ramsey said transitions for the change are underway and the company is planning a Kohler reveal event in the first quarter of 2014.
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