Sales and marketing -- Statistics and research

2007 ISA Profit Report (members only)
The 2007 ISA PROFIT Report provides detailed financial results of industrial distribution firms. Results profiled in this report are based on income statement, balance sheet, and operating data provided by a total of 115 participating ISA members. The tables and graphs contained in this report are designed to provide comprehensive, yet straightforward guidelines for analyzing profitability among industrial distribution companies.

Confronting the brutal facts (members only)
Brent Grover, president of Evergreen Consulting, completed a survey conducted at the 2006 Industrial Supply Conference & Trade Fair held in May in San Antonio. The news is good. More than half of the companies are exceeding their sales expectations and nearly 40 percent are beating their profit plan. Almost no one is behind the sales plan, and fewer than 20 percent are falling below their profit plan. This PDF is 3Mb, so it may take a minute to download.

From the 2007 ISA Profit Report

Asset Productivity Ratios (members only)
Given the significance of both accounts receivable and inventory, it is important to measure the productivity of these asset investments using the ratios on this page. For both of these asset categories, the objective is not necessarily to minimize their value. Rather, the objective is to utilize both for maximum profitability.

Operating Productivity Ratios (members only)
Operational issues are frequently overlooked as determinants of profitability. However, the ability to increase the firm's average order value or to produce a high level of sales per customer has a dramtic impact on financial results. The following ratios are the most commonly measured ones in evaluating operational performance.

Employee Productivity Ratios (members only)
Employees are the lifeblood of the organization. Without a properly motivated and compensated work force, few firms can produce much more than basic levels of performance. Employee payroll costs make up the single largest expense category on the income statement.

If you wish to look at regional analyses for the measures listed above, or if you wish to view trend analyses and data collection rules, please visit pages 24-35 of the 2007 ISA Profit Report.

ISA Economic Outlook Report (members only)
The ISA Economic Outlook Report details the industrial production outlook, focusing on major macroeconomic indicators and the current business cycle. ISA members can use the report to learn how end-user industries are performing. ISA members can also chart their business trajectory with regard to the Conference Board's Leading Indicators, the Institute for Supply Management's Purchasing Managers Index (PMI), EcoTrends Leading Indicator, corporate bond prices, U.S. money supply, retail sales, housing starts and industrial production. The report is conducted by Alan Beaulieu of the Institute for Trend Research (ITR).

April 2008
January 2008

ISA Materials Market Digest (members only)

May 2008
April 2008
March 2008
February 2008
January 2008
November 2007
October 2007
September 2007
August 2007
July 2007

Click here for Materials Market Digest Archives

ISA Monthly Economic Report (members only)

Here are the latest versions of the Monthly and Quarterly Business Conditions Reports. The reports have been separated for greater ease of use. You can download both reports by clicking the appropriate links to the right.

Once you open the reports, click on the Pages tab on the left side of the reports to view individual pages. Then right-click on any individual page to print and use the pages for presentations or discussion.

Both reports contain the results of the purchasing agents of our customers, which can be found in the ISM-Manufacturer section toward the back of the report.

There is no other report generated about industry performance using the same scale of measurement that combines the results of the entire channel: manufacturers, distributors and purchasing agents. We hope you find the information of value and interest.

Industrial Marketing Information Can you answer these questions? 1. What is your market share? 2. Are you maximizing your sales effort? 3. How big is the market in your backyard? 4. Are your sales/distribution territories balanced in size and coverage? 5. Which sales/distribution territory is doing the best, and which ones need help? 6. Are there other industries of significant size you’re overlooking? 7. Which customers are you missing or not penetrating?

NAWPubs - The National Association of Wholesaler-Distributors publishes numerous books from leading experts in the wholesale distribution industry. Click the link above to learn more.