Most Clicked NAW SmartBrief Stories


1. E-commerce leads MSC Industrial Supply's sales growth

NAW SmartBrief | Jan 21, 2015

MSC Industrial Supply generated nearly $400 million in e-commerce sales, out of a total $731.1 million, in its fiscal first quarter ended Nov. 29. The company website and Web-connected vending machines are credited with the growth in e-commerce. Internet Retailer (01/16)


2. Segmenting, ease of use are critical to distributor e-commerce

NAW SmartBrief | Jan 22, 2015

Many distributors have developed e-commerce presences but don't do sufficient targeting or have websites that are difficult to navigate and are missing key information, Bridget McCrea writes. "Especially for small distributors, it's important to define exactly what customers need online and, in most cases, it's not just pricing and availability," says Robin Merrion, president of Innovo. TED Magazine (01/20)


3. How distributors can figure out e-commerce

NAW SmartBrief | Jan 19, 2015

Buffalo Electric Supply's partnership with AmazonSupply is just one way to solve the challenges of e-commerce in distribution. Experts suggest better support from product manufacturers, building content-driven websites and looking outside the industry for inspiration. "Check out the big retailers and those operating successfully in non-traditional marketplaces to see what they're doing; it's more than just Amazon and AmazonSupply," says Denise Keating, president of DATAgility. TED Magazine (01/16)


4. 2 reasons Fastenal is confident in 2015

NAW SmartBrief | Jan 23, 2015

Fastenal has potential to grow its private brands and is benefiting from the low price of transportation fuel, said Chairman Will Oberton. "Energy prices for heating a lot of our locations in the northern half of the country and throughout Canada is a meaningful piece to us," said finance chief Dan Florness. Modern Distribution Management (01/20)


5. How to become a better sales manager in 2015

NAW SmartBrief | Jan 19, 2015

Sales leaders should strive to improve their leadership and coaching skills and use their time more effectively to maximize their results in 2015, writes Nathan Feldhacker. "Establish expectations early so you can be efficient with your coaching efforts," he advises. B2C Marketing Insider (01/12)


6. Distributor-drugstore partnerships help fend off profit pressures

NAW SmartBrief | Jan 21, 2015

AmerisourceBergen, Cardinal Health and McKesson dominate the drug-distribution industry, but low margins are a fact of life. This analysis details how each company has partnered with a drugstore chain on generics purchasing while expanding into fast-growth specialty drugs. Investor's Business Daily (01/16)


7. A 5-step guide to giving negative feedback

NAW SmartBrief | Jan 22, 2015

Nobody likes discussing poor performance, but it's among the most important conversations that a leader can have, writes Randy Conley. Be prepared -- not just to show shortcomings but also to examine where the employee was led insufficiently. Once in the meeting, Conley advises, empathize with the employee and offer positive solutions for the problems you raise. Leading With Trust blog (01/18)


8. How to keep B2B customers in the digital age

NAW SmartBrief | Jan 23, 2015

Customers have more buying options with the rise of business-to-business e-commerce, making customer retention a major challenge for B2B marketers, writes Amit Bhaiya. He recommends investing in the latest software technology, improving customers' mobile experience and segmenting the market to tailor messaging to customers' specific needs. Huffington Post, The (01/21)


9. What sales reps want from the CRM system

NAW SmartBrief | Jan 22, 2015

You'll need to get your sales reps to use and value your customer relationship management system to achieve the best results, writes Billy Lyle. Salespeople will be more likely to use a system that is simple, mobile and visual. "When you need to present data, do as much as possible in graphics. A good CRM setup will give you the tools," Lyle writes. B2B Marketing (01/19)


10. Sysco CEO: Change never stops occurring

NAW SmartBrief | Jan 22, 2015

Sysco President and CEO William DeLaney will continue to be a leading executive in the foodservice industry in 2015 because of the company's pending merger with US Foods, writes Jonathan Maze. "One key perspective that I bring to my role is that we see change as a constant," DeLaney says. Nation's Restaurant News (free registration) (01/20)




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