DistributionNationally, wholesaler distributors are...

MINDING YOUR BUSINESS

April 08, 1991

Distribution

Nationally, wholesaler distributors are aggressively seeking innovative financing sources so that their companies can grow and compete in the 1990s, according to a national study conducted by the Atlanta management consulting group of Deloitte & Touce.

Rick Chavie, the Deloitte & Touce partner who co-authored the 150-page study, "Financing Wholesale Distribution in the 1990s," says the industry is undergoing a major change as companies consolidate.

Wholesale distributors traditionally have relied on self-financing, which will no longer suffice for many companies for several reasons, the study says.

Highlights of the study include:

* 93 percent of surveyed wholesale-distribution firms are privately held.

* Access to debt financing is expected to be the most important financial factor affecting sales growth in 1990-1992.

The survey questioned 500 wholesale-distribution firms, which had sales ranging from less than $15 million to more than $50 million.

Additional information on the study is available by contacting Deloitte & Touche, Suite 1700, 100 Peachtree St., Atlanta, Ga. 30303-1943, (404) 220-1500

Secret of success

The secret of a great idea is all in the execution, according to the latest in an award-winning series of brochures released by Edelmann Scott Inc., one of the largest advertising agencies in Richmond, Va.

The brochure gives insight in the process of creating ads. It explains that Edelmann Scott's creative success has been due largely to the great number of ideas that are developed -- and then rejected -- before they are even presented to the client.

"In everything we do, we go through literally hundreds of ideas before we settle on the best one," says Dick Scott, creative director. Edelmann Scott is at 629 E. Main St., Suite 1104, Richmond, Va. 23219, (804) 643-1931.

Credit information

AT&T Universal Card Services Corp. and the National Coalition for Consumer Education will award nearly $200,000 in grants for 22 programs in cities and rural areas across the country that teach how to avoid common credit pitfalls.

Organizations interested in applying for 1992 grants should request an application from the NCCE/AT&T Consumer Credit Education Fund, P.O. Box 5345, FDR Station, New York, N.Y. 10150-5345.

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