B to B Archive
Lab Safety Supply Acquires Highsmith
Highsmith, a direct marketer of supplies, furniture and equipment to public and school libraries throughout the U.S., was bought by Lab Safety Supply....
Live From MeritDirect: 9 Best Practices for B-to-B
White Plains, NY--In his 15 years in sales and 25 years as a database marketer, John M. Coe has seen business-to-business marketing patterns grow and shift....
B-to-B mailers start strong
The business-to-business and computer merchants tracked by Multichannel Merchant got off to a good start this year: The majority turned in stellar performances...
ACCM Bonus: A Peek at Private Equity Options
Is private equity right for you? That was the subject of a session at last month’s ACCM in Orlando spearheaded by a trio of experts -- Carson Biederman, managing partner of Mustang Group; Don Steiner, managing partner of Webster Capital and founder of Cornerstone Brands; and Helen Yang, a principal with American Capital....
Airgas Acquires Refron
One week after Airgas acquired Oilind Safety, the company announced today it has signed an agreement to acquire the assets and operations of Refron, a national reseller and distributor of refrigerants...
Airgas to Acquire Oilind Safety
Airgas, a marketer of specialty gases, welding and safety equipment has agreed to acquire the assets and operations of Energy Safety Services, doing business as Oilind Safety. ...
Systems solutions
The British are coming! Or rather, the British software systems are starting to make their way to U.S. shores. Two systems making their debut on our annual...
L-Com Launched Hyperlink Technologies Catalog
A year after business-to-business merchant L-Com Connectivity Products bought Hyperlink Technologies, it's launched a catalog for the wireless connectivity equipment seller....
Average Is Not Good Enough
You think you know your customers? Let’s see if you do. First, tell us how tall are they are. Don’t know? Then how about the clubs they belong to? Can’t tell us that either? Get with it—you’re missing a chance to market to some cool niches...
Add it up
One of the most surprising compliments a marketer can receive is, wow, you brought a calculator to the meeting. More and more, marketers have to be responsible...
A mixed quarter for b-to-b
Among the publicly traded business-to-business merchants tracked by Multichannel Merchant, 2007 ended with some winners and some losers. Year-over-year...
ATD-American acquires Adirondack Direct
ATD-American, a direct merchant of business and institutional furniture and equipment, announced Jan. 31 that it has acquired a similar business-to-business...
The Golden Telephone Rule
You rent the list, you find the right prospect and you make the sale. But then the customer disappears. What has happened? More than likely, the person has gotten caught up in your phone system....
Record Results for CDW
Vernon Hills, IL-based computer reseller CDW Corp. turned in a record-setting performance in 2007....
Data? B-to-B Mailers Have It
When it comes to database use, you might think business-to-business marketers trail their consumer counterparts. Well, think again. The range of database applications in B-to-B is as broad and creative as B-to-B marketing itself. ...
Staples Launches Online Catalog for Contract Customers
Office supply cataloger Staples is giving its contract customers an option: paper or online. ...
Are You A Hybrid? Check Your Database
Think you know who you're selling to? Check out your customer database. You may sell a consumer product, but may have a lot of business buyers. Find out if you're a hybrid seller, and how you can adapt your contact strategies. ...
Equity firm buys Caswell-Massey
Caswell-Massey, a multichannel marketer of luxury personal grooming products, has changed hands again. Private equity firm The Equitium Group on Sept. 21 acquired the cataloger/retailer/wholesaler. ...
MSC Reports Industrial-Strength Fourth Quarter
Maintenance repair and operations (MRO) supplier MSC Industrial Direct turned in a stellar fourth quarter. For the three months ended Sept. 1, the Melville, NY-based merchant of maintenance, repair, and operations supplies recorded net sales of $450.5 million, a 16.7% increase over $385.9 million for the same period last year. Its net income soared nearly 39%, to $47.4 million from $34.1 million last year. ...
Conney Safety Products Sold
Nine years after buying the business, K+K America sold Conney Safety Products to private equity firm Caxton-Iseman Capital for $48 million. GMAC Commercial Finance and BlackRock Kelso Capital Corp. provided financing for the transaction announced Oct. 2. ...
Equitium Group Acquires Caswell-Massey
Private equity firm The Equitium Group on Sept. 21 acquired Caswell-Massey, a multichannel marketer of luxury personal grooming products....
Thermo Fisher Scientific Buys Davis Inotek Instruments
Business-to-businesses industrial products manufacturer/marketer Thermo Fisher Scientific announced Sept. 5 it has acquired the $30 million instrument sales business of Davis Inotek Instruments....
New Bearings Book for Timken Co.
Need to get your bearings? The Timken Co. has launched a 185-page catalog focused on spherical roller bearings and accessories. ...
Systemax Sales Soar
Second-quarter sales at computers manufacturer/marketer Systemax rose 18% to $647 million. Year-to-date sales increased 18% to $ 1.3 billion from $1.1 billion during the same period last year. ...
Show Me The Data: Map Your Plan
Marketing project deadlines are typically not flexible – plans and instructions must be followed by other people to accomplish multistep processing in a sequence. Mapping out a plan can improve your results. ...
