Read Software Trends

Thursday, December 25, 2008

Enjoy the Warehouse Christmas Carol

It was the night before Christmas, when all through the warehouse,
Not a forklift was stirring, not even a mouse;

There were no stockings hung, only safety signs that read,
Pedestrians beware, or you could end up dead;

As I looked around I noticed, the inventory was not nestled where it was supposed to be,
The warehouse was out of space and all the world could see;

The supervisor in his ‘kerchief, and I in my cap,
Had just settled down and told me, the consultant, “he was sick of this crap;”

Inaccurate inventory, not enough space,
Constant employee turnover, a pile of returns,
He took a deep breath, and then put his hands on his face;

How did we get here, he asked, what are we doing wrong,
How will we catch up with receiving, I thought to myself,
“This is the same tired song;”

Next comes the dreams of a Warehouse Management System, to save us next year,
But it never comes, because a lack of ROI is what the executives fear;

I tell him the lack of ROI is not because of the software,
But because few organizations address their problems,
Before implementing a solution that big,
They merely end up putting clean clothes on dirty kid;

He says, nothing ever changes and wonders if we will be able to keep our sanity,
How many more customers will we lose and blame on the economy;

What will we do when the customer on the phone asks, “Are you sure you have that in stock,”
Smile like always and say, “Can you hold while I check my receiving dock;”

Just then the CEO enters and asks how is it going,
The supervisor smiles and says, “Its going, as you can see its going;”

The CEO then tells of a simpler time when customers weren’t so demanding,
When inventory levels were low and all he thought about was expanding;

Well expand we have done, with a warehouse bursting at the seams,
But is the warehouse too small he asks, or do I need to speak with the Purchasing team;

The supervisor responds no I think we will be okay,
We just need to catch up on the receiving that came in the other day;

Well we definitely need to get those receivers entered so we can close out this year,
So do what you can, to make it disappear;

As he began to stroll away, down the aisle, he stepped over numerous piles of inventory,
He then turned and said, “Merry Christmas you two,” and that is the end of Warehouse Christmas story.

And I hope you all have a Merry Christmas and a Happy (Prosperous) New Year.

Rene’ Jones is founder of Total Logistics Solutions, Inc., a national logistics and supply chain consulting organization that focuses on improving your warehouse operations. Rene’ is the author of the acclaimed book, “This Place Sucks (What your warehouse employees think about your company and how to change their perceptions!)” and the book “WMS 101 (Selecting, Implementing and Maintaining a Warehouse Management System”. To learn how TLS can help your organization send an email to info@logisticsociety.com or visit the company’s website http://www.logisticsociety.com/ or give them a call (888) 807-0958.

Wednesday, December 17, 2008

Activant Introduces its Next Generation of Business Analytics

Activant Solutions Inc. users know the power that Activant's business analysis tool gives them to help make smarter decisions about their operations. Now Activant has introduced its next generation of business analytics -- Activant Business Analyzer -- to give distributors an even greater advantage.

The Activant Business Analyzer solution includes features and functionality that provide distributors with greater insight into their businesses. For starters, it's faster -- queries return results quicker and databases are more compact and take less time to build. It's also easier to customize: distributors can produce charts and tables for specific users and roles, and users can also produce their own custom reports.

"I am particularly pleased with the ability to customize a number of different queries into a very flexible layout of multiple reports that reflect valuable information across different departments in our company," said Rodger Hurt, president of Southern Marketing Affiliates, headquartered in Jonesboro, AR. "In previous generations of executive information systems from Activant, you were limited to a single report on the screen. With the Activant Business Analyzer product, you can have multiple tabs that can be built and modified to show information based on how you want to see it. The graphs and charting functionality is much improved."

In addition to allowing the viewing of multiple reports at the same time, the Activant Business Analyzer solution also lets users set up flags that warn them when performance indicators are weak or headed south. And it's far easier to get important information into the hands of those who need it with this new package.

"You can email reports directly from the application," said Hurt. "You can launch an Excel file with ease that retains nice formatting. Reports can also be set to run on a variety of different scheduling options and then distributed automatically to the people in your company that need the data.

"The ability to create multiple scheduled distributions of varying reports is going to be great as we develop our business further."

The Activant Business Analyzer solution comes packed with other useful features, such as:

* Ability to view data based on calendar or fiscal year
* Security protection to keep users out of unauthorized areas
* Drag-and-drop design tool that creates queries faster
* And many more

To find out more, visit distribution.activant.com, email distribution@activant.com, or call 1-800-776-7438, press 1.

About Activant Solutions Inc.

Activant Solutions Inc. ("Activant") is a leading technology provider of business management solutions serving retail and wholesale distribution businesses in three primary vertical markets: hardlines and lumber; wholesale distribution; and the automotive parts aftermarket. Founded in 1972, Activant provides customers with tailored proprietary software, professional services, content, supply chain connectivity, and analytics. More than 30,000 customer locations use an Activant solution to manage their day-to-day operations. Activant has operations throughout the United States and Canada , Ireland and the United Kingdom .

For more information, please visit distribution.activant.com.

Wednesday, December 10, 2008

Activant Prophet 21 Offers Functionality for Petroleum Distributors

Activant®, the leading software and services provider for wholesale distributors, announces the addition of functionality to Prophet 21® specific to petroleum distributors.

"Petroleum distributors have unique needs due to the variable nature of supply and demand for our products," said Bob Crouch, CFO of PetroLiance, LLC. "Activant’s product development teams have spent the time to understand our requirements and build them into Prophet 21’s functionality, and they are committed to continuous improvement of these features for the long run."

Special Functionality for Petroleum Distributors

Activant Prophet 21 contains the key functionality important to the success of petroleum distributors, including:

* Integration with suppliers – including ExxonMobil, Shell Oil, and Valvoline
* Integration with routing systems- including Geocom, Centeron Dispatch Compass Integration/E-tank
* Support for delivery scheduler routines
* Extensive reporting, including gallons display and loan processing
* Hazmat Tracking
* PetroVend Cardlock integration
* Integration to Axxis
* Support for drum deposits
* And much more

To find out more, visit distribution.activant.com, email distribution@activant.com, or call 1-800-776-7438, press 1.

About Activant Solutions Inc.

Activant Solutions Inc. ("Activant") is a leading technology provider of business management solutions serving retail and wholesale distribution businesses in three primary vertical markets: hardlines and lumber; wholesale distribution; and the automotive parts aftermarket. Founded in 1972, Activant provides customers with tailored proprietary software, professional services, content, supply chain connectivity, and analytics. More than 30,000 customer locations use an Activant solution to manage their day-to-day operations. Activant has operations throughout the United States and Canada, Ireland and the United Kingdom.

For more information, please visit distribution.activant.com.

Wednesday, November 26, 2008

What is the Global Food Safety Initiative and how does it affect food producers like me and retailers like Wal-mart?

The Global Food Safety Initiative (GFSI) is a collaborative effort by manufacturers and retailers to provide a uniform food safety management system that streamlines the certification process for complying with regulatory requirements while reducing the cost of doing so.

The effort to create a global system of compliance has been underway in Europe for several years. In the US, Wal-mart announced in February, 2008 that all food suppliers will have to have their factories certified against one of the GFSI standards.

With Wal-marts’ high-visibility adoption, it is expected that this standard in the US will be required by other food retailers. This is likely to accelerate the effort of retailers, distributors and suppliers to harmonize food safety standards.

Under the current standards environment there are many certification bodies and thus, many different audit checklists that a supplier must comply with. This is expensive and time-consuming for suppliers to comply with. The GFSI provides for a uniform group of standards that all certifying bodies comply with and thus only a single audit will be needed to achieve the certification.

The Safe Quality Food Institute administers the program in the US and is responsible for managing the many components of this process. They publish the codes, train and license the SQF consultants and auditors, maintain the centralized database of certification and compliance records and provide on-going training.

This initiative has many components to it and companies that participate in the Food Supply Chain need to understand the process so that they can comply with process and reduce their compliance costs. Gary Smith, Technical Director of the SQF Institute will be conducting a free webinar to introduce the GFSI and answer questions on December 3, 2008. To learn more go to http://www.software4distributors.com/sage/registration.html.

Thursday, November 13, 2008

Activant B2B Seller Version 5.5 is Now Available

Activant Solutions Inc. announces the availability of Activant B2B Seller version 5.5, an integrated Web-based storefront solution.

"The new version of B2B Seller is remarkably stable and reliable," said Shelby Scanlan, IT manager for Cascade Orthopedic Supply, an early adopter of B2B Seller 5.5. "The feedback we have received from customers is extremely positive."

Activant analyzed users’ specific needs and market trends to determine which features to include in B2B Seller 5.5. The result: a product release designed to help distributors further increase sales, improve customer service and reduce operating costs.

B2B Seller offers distributors the tools they need to service customers 24 hours a day, seven days a week. B2B Seller allows them to extend their geographic reach and increase market share, without hiring dozens of additional employees or building new warehouses.

New Features Include

* Search Engine Optimization (SEO) -- Customize meta-tags and titles of specific HTML pages to allow the user's desired site page to have a better chance of being returned in Internet searches triggered through Google and other search engines. Available in B2B Advanced and above.

* Admin users may make changes to the site -- When any setting changes are made, the Web site will be immediately updated with the changes. The areas that can now be configured by the user are: e-mail recipients; feature enablement for certain features; screen configuration for category search results, contact us, item detail, item search; and my account report configuration. Available in B2B Advanced and above.

Special Functionality for Activant Prophet 21 Users

Prophet 21, the leading enterprise software solution for distributors, combines the familiarity of Windows with the power of SQL Server to help distributors increase sales, improve customer service, and reduce operating costs. B2B Seller fully integrates with Prophet 21 and acts as an additional customer support representative 24 hours a day, seven days a week.

* Shopping Carts and Shopping Lists -- Automatically recognize Item ID/Item Code changes in the backend system to allow existing data to continue to work without updating when Item ID/Item Code changes are implemented. Also available to Activant Acclaim users; B2B Advanced and above.

* Select contracts at the line-item level -- Shoppers can choose from a list of contracts associated with a given item; the selected contract will then be used to calculate pricing for that item. Available in B2B Advanced and above.

* Open Quotations can be viewed in the My Account Open Quote section -- View and print quotations stored in their system. This feature adds the capability to select those quotes to be converted to orders. When selected, the shopper will go through the typical checkout process and the quote converted to an order in Prophet 21. Available in B2B Premier and above.

* Distributors with multiple Prophet 21 Companies can now share a single B2B Seller site -- B2B Seller will set the proper Prophet 21 Company ID based on Customer associated with the Shopper. Available in B2B Premier and above.

* Shoppers may apply Merchandise Credits to orders -- Customers can cover a part of the order by using a Merchandise Credit and cover the rest of the order by either invoice or using a credit card. Available in B2B and B2C.

About Activant Solutions Inc.

Activant Solutions Inc. ("Activant") is a leading technology provider of business management solutions serving retail and wholesale distribution businesses in three primary vertical markets: hardlines and lumber; wholesale distribution; and the automotive parts aftermarket. Founded in 1972, Activant provides customers with tailored proprietary software, professional services, content, supply chain connectivity, and analytics. More than 30,000 customer locations use an Activant solution to manage their day-to-day operations. Activant has operations throughout the United States and Canada, Ireland and the United Kingdom.

For more information, please visit distribution.activant.com.

Monday, November 3, 2008

ISSA's Guide

We encourage you to take a look at the link below, to view our Endorsing Association's annual distribution software guide.

This guide helps to paint a better picture of the computer systems used in the industry. One of the surprising things found, is that there are still a lot of distributors running their businesses with off-the-shelf programs like QuickBooks and Peachtree. There are a variety of reasons for this.

Most sophisticated enterprise-resource-planning (ERP) systems are still too expensive for many distributors. Profit margins are tight (as always), and new computer systems just keep costing more. In some ways, that seems counterintuitive: You would think that software companies could lower their prices once they’ve recouped the cost of their initial investment. But in reality, software companies need to continually invest in research and development to stay competitive and expand their customer base.

Another important reason a goodly number of distributors still run their businesses with off-the-shelf programs is that these products are becoming quite sophisticated. What started out as a simple accounting program on personal computers has grown into a robust business solution with a full suite of products. These systems now handle functions like payroll, point of sale, EDI, and warehouse management, just to name a few. About the only thing that hasn’t changed is that they still run on personal computers (although QuickBooks recently introduced a version called QuickBooks On-Line that you can use with nothing more than a Web browser).

And, of course, the users are becoming more sophisticated, also. Ten years ago, people were looking for turnkey solutions. They wanted the software company to install the system, do the training, and provide comprehensive ongoing support. Today’s user is often unafraid to install his or her own software or handle his or her own system configuration.

But what about the big ERP systems? As usual, the large software companies are still swallowing the smaller ones. Rarely do these acquisitions result in a better product or better services for the customer.

If you are looking to upgrade your computer systems this year, should you look at the bigger ERP systems? Absolutely—see the guide by clicking on the link below, listing only those systems that have some real experience serving the cleaning industry.

As for the off-the-shelf software like QuickBooks and Peachtree, they can be a great alternative—although they still aren’t powerful enough for a sophisticated warehouse with bar code scanning and lot control. They also require a tremendous time investment to properly configure them to your unique business processes, especially in a multibranch environment.

Download the Sixth Annual ISSA Today Software Guide

Monday, October 6, 2008

For Immediate Release: From the Editor and Publisher of Progressive Distributor Magazine by Rich Vurva

To learn more about researching, evaluating, analyzing and comparing software request the 2008 Progressive Distributor Supplement Guide released this month.
To order a complimentary copy visit http://www.software4distributors.com/pdsupplementguide/default.aspx

A sagging economy has forced distributors to search for ways to streamline their businesses. One way distributors can become more efficient, lower their cost of doing business, and potentially increase sales is to utilize technology.

For example, in our recent annual reader survey, distributors anticipate that while outside and inside sales efforts will remain their primary sales solicitation methods, they expect Internet sales to grow in popularity in the next 12 months. Doing business online not only provides a quick and easy way for customers to place orders, it’s also more cost-effective for distributors because it reduces costly in-person sales calls.

Technology can help distributors streamline their operations in other ways as well, such as providing greater customer access to inventory, speeding the order entry and invoicing processes, utilizing EDI, CRM and WMS systems, and much more.

In order to gain the greatest benefit from the latest technologies, distributors must have reliable software vendors to help them determine the best solutions for their business.

That is why Progressive Distributor magazine is especially pleased for the opportunity to partner with the Brown Smith Wallace Consulting Group to publish this supplement to the Distribution Software Guide. For nearly 20 years, the Distribution Software Guide has earned a reputation as a reliable resource for detailed information that helps distributors make informed choices when it comes time to upgrade their distribution software packages. Our hope is that this valuable supplement will enable your business be better equipped to succeed in a challenging economic environment.

About The Author
Rich Vurva is the Editor and Publisher of Progressive Distributor Magazine, which reaches 37,000 executives and salespeople at industrial and contractor supply distribution companies.


About The Brown Smith Wallace Consulting Group
The Brown Smith Wallace Consulting Group has been serving the distribution community for more than 20 years through the publication of the Distribution Software Guide, speaking at industry programs, giving free telephone advice to distributors and providing fee-based consulting services to companies who need help selecting the best software packages for their business. For more information visit http://www.software4distibutors.com/.

EDITORS NOTE: Permission to reprint is hereby given to all print, broadcast and electronic media. Permission is also granted for reasonable editing, including article title change and customizing for your audience/industry. Please send a copy of the published information to: Brown Smith Wallace Consulting Group, Sara Nelson, 10151 Corporate Square, Suite 100, St. Louis, MO 63132

For More Information Contact:

Sara Nelson
314.983.1393
snelson@bswllc.com

Wednesday, September 3, 2008

Four Actions Every Distributor Should Take To Improve Inventory and Supply Chain Management

In the face of global, multi-channel markets and increasingly tough economic conditions, are traditional inventory management and supply chain practices becoming obsolete?

In this special Insight Report, Aberdeen identifies the key inventory and supply chain technology initiatives planned by distributors for 2008 and beyond. The report also details the strategic action distribution should take in response to rising logistics cost and lack of supply chain visibility.

Read this report to learn:

* Why inventory optimization, forecasting and replenishment are key to success in distribution

* Why you need end-to-end supply chain visibility now
* How your technology priorities compare to your competitors

Find out how you can transform inventory and supply chain management into a customer service differentiator, a market strategy differentiator, and a profit center.

Click here to read more


Wednesday, August 20, 2008

NetSuite Expands Lead in Vertical Suites by Leveraging Core Strength In Wholesale / Distribution to Tackle Demands of Light Manufacturing

NetSuite Inc. (NYSE: N), a leading vendor of on-demand, integrated business management software suites for the mid-market enterprise and divisions of large companies, today announced a new vertical suite for manufacturing companies. NetSuite for Manufacturers, which includes new functionality for Assembly, Work Order and Bill of Materials, takes aim at SAP's core market and seeks to exploit the prolonged delay of SAP's Business ByDesign product roll-out, providing mid-sized manufacturers with an integrated on-demand solution they can put to work today.

" NetSuite has been offering vertical suites for the wholesale / distribution industry for a while with a proven track record," said Bruce Richardson, Chief Research Officer, AMR Research. "Manufacturers have been longing for SaaS offerings to build better overall total cost-of-ownership. Until this release from NetSuite, there haven't been any broad SaaS product offerings that include financials, CRM, Ecommerce and manufacturing. The on-demand suite approach — pioneered by NetSuite — could prove to be a major market accelerator."

Today's new release leverages the core strength of the NetSuite Wholesale / Distribution Edition — launched in April 2006 — and is a natural progression of NetSuite's leading role in delivering Software-as-a-Service (SaaS) business suites designed to address the specific requirements of vertical industries. NetSuite's offering for manufacturing, initially aimed at the light manufacturing sector, is also the latest example of how NetSuite's SaaS-based business management technology has evolved to address more complex processes in industries long dominated by on-premise vendors such as SAP. The company's rapid move into manufacturing comes at a difficult time for SAP, as they have struggled to deliver their own on-demand offering, Business ByDesign, to address customer requirements in their core market. NetSuite for Manufacturers now gives SAP customers and others an option they can purchase and deploy without delay. For more information about NetSuite for Manufacturers, please visit
www.netsuite.com/manufacturing.

Manufacturers Have Varying Challenges

Light manufacturing businesses typically overlap with wholesale / distribution and span a huge spectrum of categories from apparel to furniture to small electronics. Regardless of which category a light manufacturer is in, the challenge has always been the management of the bill of materials, assembly build and work order process for both production orders that add to general stock levels, as well as special orders built uniquely for one customer. Software traditionally used by mid-market light manufacturing companies encompasses dozens of on-premise silo applications — one for accounting, one for customer relationship management, one for work orders, one for inventory management, one for warehouse management. The list goes on. This fragmented approach can add large IT cost, introduce a high rate of errors throughout the business process, provides little visibility on available-to-promise inventory, and decrease business efficiency and accuracy.

Enterprise Power at Lower Total Cost-of-Ownership

NetSuite for Manufacturers provides companies with essential visibility into the key build processes that light manufacturers need to compete effectively in the market. Since NetSuite's delivery model is SaaS and all functionality and data is within one system, the total-cost-of-ownership is greatly reduced and light manufacturers gain the following benefits:
  1. Greater insight into production processes — from inventory, to assembly, to demand based replenishment;
  2. Real-time visibility throughout the entire organization — from sales to warehouse operations to invoicing;
  3. Minimal integration hassle — NetSuite provides one system to manage the end-to-end business life-cycle;
  4. Cost savings — reduced IT costs, reduced labor costs and reduced errors;
  5. Reduced risk — instant information can help reduce time to respond to change;
  6. Stay competitive in the ever competitive global economy for light manufacturers.

Powerful Functionality Key to Light Manufacturers

NetSuite adds a myriad of important functionality that is key to running a light manufacturing business. The new features unveiled today include:

  • Assembly Management — building on NetSuite's core strength in inventory and warehouse management, assembly items have been extended specifically for light manufacturers which enable companies to more effectively manage component quantities and multi-level assemblies. Assemblies are closely tied with work orders and allow for multi-level assemblies to be built one level at a time, or all at once.
  • Work Orders — new work order capabilities allow light manufacturers to readily manage the build process for production work orders to replenish standing inventory levels of finished goods or special order work orders built to exact specifications for a particular customer. For example, a furniture light manufacturer may have standard sized wood or glass-top dining tables they build on an on-going basis, but they may also offer custom-sized dining tables as a special order for individual customers.
  • Bill of Materials (BOM) — any build process requires a bill of materials that outlines what components are required to successfully build the finished good. BOMs are tightly coupled with both assemblies and work orders and cover the components required for a single assembly plus all the components required by a particular work order. Assembly instructions can also be included in the printable BOM in PDF format.
  • Demand-Based Inventory Replenishment — light manufacturers can now dynamically set re-order points and preferred stock-levels for both components of assemblies as well as finished goods based on a variety of factors including average lead time, historical or seasonal sales demand, and number of days from supply to stock. Work orders drive the demand for components as they are completed, thereby automating the replenishment of source materials and components.


"Today's launch of NetSuite for Manufacturers validates our strong commitment to vertical industries by delivering functionality designed to drive greater efficiencies and competitiveness," said Mini Peiris, NetSuite's VP of Product Marketing. "NetSuite enables manufacturers to automate complex business processes without the cost and complexity of cobbling together multiple business applications, and numerous spreadsheets. As a result, customers can stop wasting precious resources and start focusing on increasing customer service levels, cutting costs, and growing their businesses."


Pricing and Availability

NetSuite for Manufacturers is available now at $999 per month and $99 per user per month.


For more information about NetSuite Inc., please visit www.netsuite.com.

Wednesday, August 13, 2008

For Immediate Release: From the Editor and Associate Publisher of Industrial Distribution Magazine by Jack Keough

To learn more about researching, evaluating, analyzing and comparing software request the 2008 Industrial Distribution Supplement Guide released this month To order a complimentary copy visit http://www.software4distributors.com/supplementguide/default.aspx.

In a recent survey conducted by Industrial Distribution, distributors told us that one of their top concerns was soaring operational costs. It’s been a continuing problem that has been rising in importance in recent years.

One of the chief ways distributors can reduce those costs is through the use of technology. With the advent of expanded technological software, distributors can reduce errors in shipments; track and control inventory; and improve the manufacturer-distributor relationship as well as the customer-distributor relationship.

Technology can help in all those areas. But finding, evaluating and deciding on which software provides the best solution to solve your specific problem can be a daunting and time consuming task. That’s why Industrial Distribution is publishing this special section. This report, a supplement to the 18th edition of the Brown, Smith, Wallace Consulting Group’s Distribution Software Guide, is the number one source of detailed information for distribution-oriented companies beginning their selection process for new business software.

The guide is designed to provide independently researched information to make it easier for distributors to evaluate and select the right software for their specific needs.

Our survey clearly indicates that distributorships of all sizes will be looking for information on how technology can improve their internal and external operations. We hope this supplement will help you research, evaluate, compare and analyze the tools that are essential to your business operations.

About The Author: Jack Keough has been editor of Industrial Distribution for 21 years. Nine years ago he was also named associate publisher. Jack is considered a leading spokesman for the distribution industry. He has spoken at many industry conventions as well as at national sales meetings. He has also served as a panelist on radio and television and taught journalism at the college level. Prior to joining Industrial Distribution, Jack worked with community newspapers in Massachusetts for 15 years. He is a graduate of the University of Massachusetts.

About The Brown Smith Wallace Consulting Group: The Brown Smith Wallace Consulting Group has been serving the distribution community for more than 20 years through the publication of the Distribution Software Guide, speaking at industry programs, giving free telephone advice to distributors and providing fee-based consulting services to companies who need help selecting the best software packages for their business. For more information visit http://www.software4distributors.com/.

EDITORS NOTE: Permission to reprint is hereby given to all print, broadcast and electronic media. Permission is also granted for reasonable editing, including article title change and customizing for your audience/industry. Please send a copy of the published information to: Brown Smith Wallace Consulting Group, Sara Nelson, 10151 Corporate Square, Suite 100, St. Louis, MO 63132

For More Information Contact:
Sara Nelson
314.983.1393
snelson@bswllc.com

Monday, August 4, 2008

What’s going on?

It seems clear our economy is slowing down. Although 1st quarter GNP grew at a slow rate, our newspapers are filled with stories on a troubled economy. The sub prime loan “crisis” has shaken the stock market. Oil prices have increased well beyond previous record levels. Food prices, metals prices, and other commodities have also seen dramatic rises. The Fed has acted aggressively to support our financial infrastructure and interest rates are very low indeed. All signs point to a recession, and we should be very worried about inflation at the same time - what is known as “stagflation”.

And yet:

Nearly every prospect and every customer we talk to is enjoying a very successful year, on top of great results last year. Industrial Distribution magazine reports that the Top 50 distributors ALL report record years in the making. The US manufacturing sector is thriving.

A big part of the answer to this paradox is those low interest rates mentioned above. They have resulted, over a period of several years, to make the US dollar “weaker” against other currencies. As a result, our various products have become much more competitive in the international markets. Our exports are truly booming and this is great for manufacturing, and therefore great for industrial distributors.

However:

That won’t make your job less difficult. Although interest rates are low, lenders have become very timid, given the impact of the sub prime loan problems on financial markets in general. This always impacts small businesses first, and hardest. No doubt you have experienced this if you’ve tried to increase a working capital line of credit lately, or borrowed to purchase a capital asset. Rates are low, but credit standards are very tight indeed.

In addition, given rising commodities prices and more costly imports (the other edge of a weak dollar sword), inflation is a very serious concern. This will impact your business in the form of rising purchasing prices, as manufacturers pass the costs of higher metals and other raw material prices along. This has been going on for several years, of course. The problem comes in maintaining your margins in a competitive market place. In addition, those of you that distribute for foreign manufacturers are seeing prices there (due to the weak dollar) rising much more quickly.

A well run distributor has the tools to deal with these issues and utilizing an ERP solution geared toward your industry is of primary importance. Other than that, there are really only three things to do.

First, aggressively manage your purchasing. Make sure you are buying only what you need, when you need it. Understand your demands at the item level, if necessary. Are you truly using the power of your software to support aggressive purchasing and inventory management? If you haven’t implemented any more than “min / max”, now is the time to dig in and get to a more sophisticated, aggressive and effective process. From the theory behind the process, to the practical applications of inventory management, your software should support Best Practice.

Second, just as you aggressively manage your inventory costs, you must manage your pricing. You need to work toward being able to actively manage each item’s price for each customer, what is labeled “strategic pricing”. You may have a big customer that aggressively negotiates and shops key items he buys from you. But other items he buys out of convenience. He’s not shopping those items, just adding them to the PO. Why give him the deep discount on those convenience items? He’s willing to pay more and probably won’t even notice if you give him your standard discount. There are several other pricing strategies like that one available - if you do the analysis and really understand what each customer is willing to pay. David Bowders of Strategic Pricing, Inc. can help you implement this very important pricing philosophy.

Finally, all small business owners know the importance of low overhead. Now is the time to aggressively manage your costs. If inflation takes hold, this will be critical to your ability to do business. Your software should have detailed reporting capabilities to manage your budget line by line and the tools to make your operation more efficient and streamlined.

If you’re a small business, joining an organization like COSE, the small business division of the Greater Cleveland Partnership – one of the nation’s largest metropolitan chambers of commerce, will help you lower costs by providing group purchasing programs that reduce the direct cost of doing business, and open doors to government agencies, business and community organizations, and economic development partners that can address your business concerns.

There is much to be optimistic about with the US economy. But we all have to manage our way through the ups and downs. Taking advantage of small business resource center of your local chamber of commerce and the tools offered by a well designed and industry specific software will help you lower costs and run your business more efficiently and profitably.

Tim Reynolds is the Chairman of COSE, the Council of Smaller Enterprises, and the President of Tribute, Inc., a firm specializing in distribution management software and support for industrial product distributors. He can be reached at treynolds@tribute.com.

Tuesday, July 22, 2008

Distributors Continue to Invest In Software Despite Economy

Despite the struggling economy, distributors continue to invest in software to better position their business for long-term success.


"While initially, the thought of investing in a new ERP solution in a down economy may seem daunting, if you think about it, there really is no better time," said Steve McLaughlin, senior vice president and general manager of Activant. "With things slow, distributors have time to review all of the options available and make a decision based on their current and future needs. In addition, they can take the time to train on the new system so their staff is ready to hit the ground running when the economy rebounds."


Many distributors are following McLaughlin's advice. In the month of June alone, nearly 40 distributors invested in Activant Prophet 21™, making it the leading enterprise software solution for distributors. As of today, more than 1,375 wholesale distributors have invested in the system.


"We were impressed by the way the Activant team has factored its experience in distribution into Prophet 21," said Kevin Reidl, executive vice president of Hodel-Natco Industries. The Cleveland , OH, distributor recently choose to move from SAP BusinessOne to Prophet 21. "The package has several very nice tools that were clearly developed from Activant’s experience in the distribution industry, and specifically in fastener distribution. The fact that the people at Activant live and breathe distribution shows in the product."


Distributors on legacy Activant solutions are also looking to move to Prophet 21. "Our overall goal, no matter what system we implemented, was to help us improve our customer experience." said Donna Benner, director of operations for The RG Group in York, PA. The company will move from Activant Disc to Prophet 21. "We wanted to get more data out of our solution more efficiently than we could with our current one. We chose Activant Prophet 21 because they do know our business – they’ve been in our industry for a long time – and the functionality of the system was what we had been looking for.”


"While there is no question that tough economic times put a strain on all businesses," concludes McLaughlin, "those distributors that view this slow period as an opportunity will emerge from this cycle stronger and in a better position to take advantage of what comes next."


About Activant Solutions Inc.


Activant Solutions Inc. ("Activant") is a leading technology provider of business management solutions serving retail and wholesale distribution businesses in three primary vertical markets: hardlines and lumber; wholesale distribution; and the automotive parts aftermarket. Founded in 1972, Activant provides customers with tailored proprietary software, professional services, content, supply chain connectivity, and analytics. More than 30,000 customer locations use an Activant solution to manage their day-to-day operations. Activant has operations throughout the United States and Canada, Ireland, and the United Kingdom.


For more information, please visit http://distribution.activant.com

Thursday, May 29, 2008

Congratulations to the Distribution Virtual Tech Fair Show Prize Winners

The Brown Smith Wallace Consulting Group would like to congratulate all of our show prize winners for attending the Distribution Virtual Tech Fair on April 30 and May 1, 2008. Tom Noonan from AP Wagner received an Apple ipod Touch, David Hays from Teche Electric received a Garmin Nuvi 350 GPS and Don Griffith from Denney Electric Supply received a Sony Playstation 3.

All three winners first heard about the Virtual Tech Fair through an email sent by the Consulting Group’s Virtual Tech Fair Guy. David Hays said, “I was intrigued by the thought of participating in an online virtual event.” Don Griffith explained, “It was easy to get my manager to agree for me to go to this event since there were no costs involved.” Tom Noonan said, “When I saw this event I was excited because it allowed me to get some specific information about several vendors and their products without having to leave my desk. I was hoping to gain a better understanding of the software offerings available and to gain a better insight into the industry.”

Not only did attendees enjoy learning about several vendors in one place but they were also able to continue their education on business. Tom Noonan stated, “The keynote presentations were especially interesting and gave me some helpful ideas on how to get the most out of people.”

Even if attendees did not have the time to attend the event the two days it was broadcast live, they still have the opportunity to view the booths and presentations when it is archived. David Hays explained, “I was unable to plan for the event and if I’d had more time I might have attended more presentations but I may yet attend an archived presentation.”

All of the attendees reported that they were looking forward to the next event like this. Don Griffith responded, “We are not currently looking to change our software provider but at some point we will probably have to and I want to know what is available. That is why attending another event like this is so important to me.” David Hays said, “I would attend this event again because I enjoyed navigating the rich websites and the live aspect made the event more interesting.” If you would like to learn more and to sign up to participate like these attendees did then visit www.virtualtechfair.com.

Monday, April 28, 2008

Great Opportunity For Learning

It is not very often that a whole organization can take advantage of trade show education. Normally, only the top executives get to go and listen. This time it is different. Every company can attend the education sessions at the Virtual Technology Show (www.virtualtechfair.com) for free, right from your own office. Here is the chance to spread the education around your whole organization.

On April 30 and May 1, the Brown Smith Wallace Consulting Group will host the third Distribution Virtual Tech Fair®. It grows each year and while the booths are worth seeing and the environment worth exploring, it is the education I want to focus on.

My suggestion is to review the programs that will be available and then schedule a time for you and your staff to listen to the speaker. You might bring in lunch and then have a discussion of what you heard. This is a wonderful opportunity that does not come along that often.

Let me highlight the two keynote speakers. All of the other programs are listed on the website, but these two are special.

First there is Richard Hadden who focuses on Employee Relations and Creating a Great Place to Work. He is the co-author of Contented Cows Give Better Milk: The Plain Truth About Employee Relations and Your Bottom Line. His live presentation will be on Wednesday, April 30, 2008 at 12:00 p.m. central. Followed by a Question and Answer session with the audience.

Richard will discuss why creating a great place to work is one of the best things a company can do for its bottom line. It's no accident that the organizations consistently identified as winners also happen to be some of the best places on earth to work. This occurs not as an afterthought, but as a vital, premeditated element of business strategy.

Especially for any company about to enter (or considering) a conversion, our experience is that contented employees have the easiest conversions. Whatever change is coming to your place of business, this is an important program.

Then we have Ed Oakley, Enlightened Leadership Solutions. He is extensively published and recognized for his work on quickly turning managers into more effective leaders. If you are planning on taking your company through a major change, then you and your staff need the skills and capabilities of leadership. Ed’s live Presentation and chat session will be on Thursday, May 1, 2008 at 12:00 p.m. central.

This presentation puts the challenges of a changing organizational environment into an enlightening perspective. It differentiates management and leadership. Ed clarifies why we must bridge the gap from management to leadership when the environment is changing rapidly. His presentation provides an empowering perspective of personal leadership and guides us through a definition of a model leader.

Remember to register in advance (www.virtualtechfair.com/registration-center/default.htm). You will receive a reminder the day of the show. Do not forget to check out the other education sessions. They are full of valuable information that will help you succeed.

Tuesday, April 22, 2008

Distribution Virtual Tech Fair, Hosted by the Brown Smith Wallace Consulting Group

Does your technology system have trouble keeping up with your business? Knowing where you were yesterday does not help with the speed of business today. You need business intelligence about your operations, suppliers and customers at your finger tips. No matter how many work-arounds you develop or how many repairs to your system you make, your competitors are already passing you by. So in essence you are working for your system instead of your system working for you. Having the right system in place, allows you to spend more of your time making great decisions.

While you may have a hunch that you are spending more than you should to support customer’s questions and compete for their business, it may be hard to say at what point the cost of maintenance and upgrades would exceed the cost of a new system. How do you compare budgeted maintenance costs against the unknown costs of a new development? Fortunately, there is an industry-full of expertise that works through the fix-or-buy issue.

You have committed to moving forward and selecting a new system. So, which system should you choose? And how will you decide? Have you ever started searching for a product but did not know where to begin or who to contact? The Distribution Virtual Tech Fair can ease your pain by making it easy to research software and technology solutions online. This event gathers the industry leaders, the up-and-comers, the niche players in one place to answer your questions. Get access to the experts, virtually, and find out how others in your shoes have quantified the risks and benefits of migrating to a new system.

For two days only, April 30 and May 1, 2008 from 8:00 am to 6:00 pm Central Standard Time, attendees can meet with leading technology companies and industry experts from the comfort of their office -- live, online, interactive and 100 percent free. This complimentary, event takes the most successful elements of a live trade show and translates them into the virtual world of the Internet. Attendees can enjoy booths filled with Brochures, Fact Sheets, Literature, Whitepapers, On-Demand Presentations, Podcasts and Product Demos. Attendees can select content of interest, view it immediately or upload to their virtual briefcase so they can view it at their convenience.

Communicating and networking at the show is easy. Exhibitors and attendees can email, chat through IM, blog and exchange vCards which can be downloaded directly into Outlook. You can also start a discussion with others in the Show’s Lounge.

During the show, attendees can earn points for great prizes just by participating. The Virtual Auditorium includes educational presentations designed to provide proactive, industry-leading solutions and advice from industry consultants, IT managers, application experts and vendors.

To Register:
Register online at http://www.virtualtechfair.com/

Learn More By Taking A Virtual Tour:
Click here to begin http://www.virtualtechfair.com/virtualtour.html

Wednesday, March 12, 2008

Embassay Selects Activant As Technology Provider Resource

Plumbing Wholesalers to Benefit from Access to Technology


Embassy Group Ltd., a limited group of premier plumbing, HVAC, and PVF wholesalers, has selected Activant Solutions Inc., a leading enterprise software provider, as a new recommended resource for its members.

"This partnership is further proof of Activant's commitment to the plumbing, HVAC, and PVF wholesale distribution industry," said Steve McLaughlin, senior vice president and general manager of Activant. "We look forward to working with Embassy and its members to continue to develop the technology and services they require to succeed in an ever-changing marketplace."

Activant provides ERP solutions with deep functionality designed specifically to help wholesalers increase sales, improve customer service, and reduce operating costs.

"Part of Embassy's responsibility to its members is to provide resources that will help them strengthen their businesses," said Wally Gumm, president of Embassy. "This relationship provides them with access to the technology that supports that effort."


About Activant Solutions Inc.

Activant Solutions Inc. ("Activant") is a leading technology provider of business management solutions serving retail and wholesale distribution businesses in three primary vertical markets: hardlines and lumber; wholesale distribution; and the automotive parts aftermarket. Founded in 1972, Activant provides customers with tailored proprietary software, professional services, content, supply chain connectivity and analytics. More than 30,000 customer locations use an Activant solution to manage their day-to-day operations. Activant has operations throughout the United States, Canada, Ireland and the United Kingdom.

For more information, please visit http://distribution.activant.com


About Embassy

Established in 1991, the Embassy was founded on the principle that equal participation by a limited group of Premier Plumbing, HVAC and PVF Wholesalers partnering with the Top Industry Plumbing, HVAC and PVF Vendors would result in a mutually rewarding relationship for all. This union also insures the individual Members' business remains viable in the face of changes, consolidations and chain competitors entering the markets today.


Find out more at http://www.embassygroupltd.com

Wednesday, February 27, 2008

Activant Introduces Automated Backup Solution (ABS) For Prophet 21

Activant Solutions Inc. introduces Automated Backup Solution (ABS) for Activant Prophet 21™. ABS provides real-time, off-site data backup storage in Activant's secure location.


"Even more than inventory, the data gathered by a distributor's enterprise software solution is the most valuable asset in their business," stresses Steve McLaughlin, senior vice president and general manager of Activant. "Inventory can be replaced, but contact information, order history, accounts receivable information, etc. is irreplaceable if lost or damaged. Backing up data should be as constant as breathing out and breathing in."

"Unfortunately, the daily backup of data can easily be forgotten among all the other things going on in a distributor's business. What is more, backup is only half the challenge; keeping those backup copies in a safe location off-site is the key to recovery when disaster strikes. That is why Activant now offers automated data backup for Prophet 21 users."

Private and Protected

Coupled with your standard backup procedures, ABS provides the first step in your business continuity plan. All you need is a supported VPN device. Activant takes care of the rest.

With ABS, every time a user enters an order or updates the general ledger, the transaction is automatically updated at Activant's secure site. There, the data remains protected and private until needed. Then it can be restored to the distributor's server or uploaded to a production site.

Data When You Need It

No one can predict when disaster will strike. Even distributors who don't live in a region where natural disasters such as hurricanes, wildfires, tornadoes, or earthquakes are a regular threat, something as simple as a lightening strike to the warehouse or someone inadvertently spilling coffee on the server can cripple a business until data can be accessed again.

ABS makes it easy for distributors to keep their businesses running without missing a beat. One call to Activant's support team will get them back in touch with their data and ready to service customers.

Pricing and Availability


Activant ABS is now available. For more information, contact Activant at 1-800-776-7438, visit http://distribution.activant.com , or e-mail distribution@activant.com.


About Activant Solutions Inc.


Activant Solutions Inc. ("Activant") is a leading technology provider of business management solutions serving retail and wholesale distribution businesses in three primary vertical markets: hardlines and lumber; wholesale distribution; and the automotive parts aftermarket. Founded in 1972, Activant provides customers with tailored proprietary software, professional services, content, supply chain connectivity, and analytics. More than 30,000 customer locations use an Activant solution to manage their day-to-day operations. Activant has operations throughout the United States and Canada, Ireland, and the United Kingdom.

For more information, please visit www.activant.com.


Monday, February 4, 2008

Successful Business

Good Luck

What does it take to be successful in business? One thought that comes to mind is luck. Lots of people scoff at the idea. They are into planning, strategies, and MBA type learning. For some reason, they treat luck like a bad four letter word. All of those things you can learn in school do help. But, never, ever, discount the value of luck. You may not be able to plan for it, or make it happen on purpose, but when it occurs, it can be a big help in accomplishing anything.

Luck does not happen through a standard process. If it worked that way, it would no longer be called luck. We can build on an old saying. The best way to get lucky is to be ready. To do that you must have 50% perspiration, 30% preparation, and 20% perception.

Starting at the top, without perspiration, you will not be able to take advantage of any luck that comes your way. You have to be in business so someone can offer you the potential. You must know your stuff and be recognized as being good at doing whatever it is you do.

Most people do not get lucky at the start (although there are exceptions to every rule – and in this case everyone will know at least one business owner who hit the jackpot by making a lucky call the first day they are in business). If you look below the surface, even the lucky ones who get a dream contract on day one have worked hard in the past. They have a track record of success from wherever they worked before. They are known in their community and respected for their capabilities and history. That is why they got the lead or the opportunity to propose on a job. Even the luckiest have lots of perspiration in the game.

Perspiration includes spending time perfecting your craft. Work hard at it. Build on opportunities. Make sure that every assignment you accept is done at the highest levels of professional competence.

Build a long list of satisfied and loyal clients who will recommend you to their friends and associates. They may be the first to recognize a lucky opportunity. It is your hard work that leads them to pass the information on to you to do something with it.

Preparation means being ready to accept new opportunities when they present themselves. If you are always working at the limit, if you are up to your eye balls in deadlines, then no matter how good an opportunity is, you will not be able to take advantage of it.

You need to have capacity to take on an additional assignment. You must have planned for the contingency of more work than you can handle yourself. Otherwise, you can never grow, you can not take advantage of luck, and you probably will be too busy to even recognize it when it does occur.

You must also prepare by making sure people know about you. How can a lucky connection happen if no one knows what you do, how you do it, or anything else about you? Write articles, contribute to publications, do presentations, and be visible in your business community. Volunteer, help out, participate, you get the idea. Invisible people rarely get asked to be part of something new and exciting. Be seen. Be recognized. Be available.

Perception is a willingness to recognize an offer. So many of us are “heads down grinders” that we will miss an opportunity if it does not trip us up and clobber us over the head with a 2X4.

An old lesson states that when the student is ready the teacher will appear. The teachers are always out there, it is just the student is not able to perceive the value of the teacher until they are in need, or at least recognize they might have a need. Opportunities are the same. They are always out there. Most of us are too busy to ever recognize them. We spend our lives trying to keep up and miss many more opportunities than we try to accept.

Open your mind. Be willing to stretch your comfort zone. Look and listen to what is going on around you all of the time. Not every opportunity is the lucky one that will change your life forever, but if your eyes are closed, if your mind is closed, if your ears are closed, you will never know when the right idea is waiting for your to respond.

If you have developed your skill, made sure you are known by the proper communities, have an open ear to what is going on around you, then luck will take care of itself. You will find great options and opportunities. Your most important job will be to decide which ones to take advantage of.

We can all have good luck if we align our perspiration, preparation, and perception. Try it and see what comes your way.

Tuesday, January 22, 2008

Be Prepared For Your Next Software Implementation

Scott Pugmire from Sage Software explains what you need to think about when implementing software and gives you questions to ask yourself. The steps in a typical software implementation are to decide on the requirements, pick the best method of software setup and determine the critical path for training. He explains in detail what the consequences are for not analyzing and preparing before you start. It is important to get to know your inventory. By knowing your inventory turns, you will be able to figure out how much inventory to keep and where to keep it in your warehouse. The techniques given in this presentation will help you establish a foundation for determining how much of a return you will make on your investment in time and money.

To hear this full presentation visit the Education Center at this website: http://www.virtualtechfair.com/.

Thursday, January 10, 2008

Mincron Is Acquired By Briarcliff Solutions Group

Briarcliff Solutions Group, LLC (BSG) announced that its acquisition of Mincron SBC Corporation was completed on Friday, December 21st, 2007.


Based in Houston, Mincron is a premier supplier of distribution and warehouse software solutions for clients such as Groupe Deschenes, HD Supply Waterworks, Beacon Sales Company, Baker Distributing Company, Gemaire Distributors, Ryan Herco Flow Solutions, Intermatic and Central Supply Company.


Mincron will remain an independent business based in Houston. The new ownership will build on recent trends of strong revenue growth and will aggressively invest in software product development to achieve even greater levels of client satisfaction.


"BSG was impressed with the strength and quality of Mincron's people and client base," stated Paul Lightfoot of Briarcliff Solutions Group, LLC, who was named the Chief Executive Officer of Mincron. "We are excited to improve the ability of our software solutions to improve the profitability of our clients."


"Mincron's management team is looking forward to working with Paul," stated Wendy Berger, Vice President of Mincron. "And we are pleased to be joining BSG, an organization with similar values and with a track record of success in the marketplace."


About Mincron

Mincron Software Systems, headquartered in Houston, Texas, is a leading provider of innovative, high value software and business service solutions to wholesale distributors, logistics companies and other businesses requiring tightly integrated enterprise software solutions. In addition to its ERP software, Mincron offers Web Commerce running under WebSphere, EDI, work order fabricating, light manufacturing and warehouse management software. For more information, visit Mincron online at http://www.mincron.com/.


About BSG

BSG owns and operates businesses that provide software solutions in the supply chain. In the spring of 2007, BSG acquired AL Systems (http://www.alsystems.com/), a provider of integrated software solutions that improve the flow of merchandise through distribution centers. In December of 2007, BSG acquired Mincron SBC Corporation, which develops, markets and supports best-of-breed ERP, warehouse management and related software systems applications to a broad base of hardgoods distributors. BSG is a client-centric business focused on profitable organic and acquisitive growth in the supply chain software market.


About Paul Lightfoot

Before co-founding BSG, Paul Lightfoot was the CEO of AL Systems, which provides clients with integrated software solutions that improve the flow of merchandise through distribution centers. AL Systems' clients include Urban Outfitters, Simon & Schuster, Pacific Sunwear, Modell's Sporting Goods, Mervyns, Talbots and Men's Wearhouse. AL Systems has been recognized as a 2007 "Top 100 Logistics IT Provider" by Inbound Logistics magazine and was included in Apparel magazine's 2007 "Top 50 Software Scorecard."Paul joined AL Systems in the fall of 2001. Under Paul's leadership, revenue and margins have increased dramatically and consistently. In addition, AL Systems has become recognized by the trade media and leading consultants as the "go to" vendor for solutions that improve the flow of merchandise through distribution centers.

Add to Technorati Favorites