Congratulations to IMARK for being listed as the fourth largest purchasing co-op in 2012 according to the NCB Co-op Top 100 Report (page 9).
IMARK is listed as having 2012 revenues of $3.52 billion.
This means that the IMARK membership, in aggregate, purchases $3.52 billion through manufacturers that are affiliated with the organization. The question becomes, what percent of the overall membership’s cost of good sold does this represent? This “penetration rate” is what becomes important to manufacturers and ideally should be.
Assuming a 22% average GM% (across the membership), and that the $3.5B represents 33% of member purchases, this means the membership total sales is approximately $13.5B (and if the penetration rate is 28%, total sales would be $16B, but the focus should be on penetration rate and driving that to 33%+).
And congratulations to these companies there were recently recognized at the IMARK Annual Meeting (note: IMARK recognizes distributors and manufacturers based upon purchase ranges):
Member(s) of the Year:
Stoneway Electric Supply, Spokane, WA
Alameda Electrical Distributors, Inc., Hayward, CA
Blazer Electric Supply Company, Colorado Springs, CO
Holder Electric Supply, Inc., Greenville SC.
Excellence in Sales and Marketing:
United Electric Supply Co., Inc., New Castle, DE
Wabash Electric, Wabash, IN
Dulles Electric & Supply Corp., Sterling, VA
Holt Electrical Supplies, St. Louis, MO.
GainShare Achievement:
Walters Wholesale Electric Co., Signal Hill, CA
Alameda Electrical Distributors, Inc., Hayward, CA
Atlanta Electrical Distributors, Inc., Duluth, GA
First Source Electrical, Houston, TX.
Purchasing Power Award:
Elliott Electric Supply, Inc., Nacogdoches, TX
Inline Electric Supply Co., Inc., Huntsville, AL
Sequel Electrical Supply, Meridian, MS
Yale Electric Supply, Canton, MA.
Supplier(s) of the Year
Lithonia Lighting (Acuity Brands), RAB Lighting, Klein Tools
Excellence in Marketing and Communications
Leviton Manufacturing, Inc., Southwire, IDEAL Industries, ILSCO
Sales Leadership
Pass & Seymour/Legrand, 3M Electrical Markets, NSI Industries, Inc.
Excellence in Service and Support
Encore Wire Corp, Arlington Industries, Inc., Littelfuse/Powr-Gard
Excellence in On-Line Training:
GE Energy-Industrial Solutions, Broan-NuTone, Klein Tools, Inc
3 Comments
IMARK is the group of small distributors. We have difficulty calling on these companies – not worth the effort as there is little profit in it. If these little guys only give IMARK 33% of their business, shame on them. It should be a no brainer to give the business to a manufacturer in the group – IMARK has many
Spoken like a true Mfr. If you dont have time to call on them or dont want to, fine, but why shame on them? Just because a Mfr belongs to Imark, that doesnt mean the local Mfr rep does the job needed by the “little guys”
I think that was a very cheap shot by a person that does not know much about sales to begin with. He is too busy chasing national or Regionals that already have all the negotiated prices from his Manufacturers’, that we at I mark are trying to compete with.
Considering many of the largest Manufactures such as Allen Bradley, and Eaton to name two do not belong, yet are huge vendors for many of us does not reflect well to his statement of 33% being embarrassing. My company has several questions for every vendor, including ARE YOU AND I MARK PARTNER.
It is obvious this negative sales by the person above is one that would rather complain and point fingers than go out and sell his advantages to our industry.
Our continued support for I Mark is ever growing.
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