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Associate members of the Specialty Tools & Fasteners Distributors Association reported 2012 sales increased 16% over 2011 and they predict this year's sales will be 6% higher. Prices thus far this year are up 3% over 2012. Participants in the annual STAFDA survey of members – primarily North American manufacturers – were divided on 2012 Fill Rates with 48% reporting it better than 2011 and 43% pegged it as worse.
• More than half have an international sales division.
• Half of STAFDA associates reported increasing sales staff – while a quarter cut sales staff. More than half use independent reps.
• Training: Remote training jumped to 51% in 2012 from 35% in 2010, while classroom training declined to 16% in 2012 from 32% in 2010.
• A 55% majority find more import competition, while 41% found it at similar level.
• Associates manufacture 44% of their product domestically and 55% offshore.
Of those who do not currently import, 84% anticipate importing in the future.
• Only 11% of STAFDA manufacturers participating in the survey reported using Vendor Managed Inventory with distributors. Nearly three quarters responded they have no plans to use VMI in the future.
• Just over a majority are ISO certified.
• Selling on the Internet is split – with a narrow margin not selling online.
• Only 18% permit distributors to place or check orders online.
• 86% accept Electronic Fund Transfers and Automated Clearinghouse Payments.
• More than two thirds give a two-to-six week notice of price increases and 30% give more than six weeks.
• Cash discounts are offered by 62%.
Numerous details and additional topics are in the full survey results available to STAFDA members: stafda.org