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February 14, 2013News for the wholesale distribution industry

  Top Story 
  • Kramer: Recruiting, training young grads is crucial for distributors
    The distribution industry will increasingly need to attract and retain young talent, particularly in sales, according to Mark Kramer of Laird Plastics, who was 2012 board of directors chairman for the National Association of Wholesaler-Distributors. Messaging will be key, he said. "We need to describe our products in ways that highlight the contributions they make to environmental health -- such as 'recyclable,' performance enhancements ... and supporting breakthrough technologies -- such as 'medical applications.' We need to describe our services as enhancing the performance and efficiency of the entire supply chain," Kramer said. TED Magazine (2/12) LinkedInFacebookTwitterEmail this Story
  • Lessons in diversification from Valin's CEO
    Valin CEO Joseph Nettemeyer learned from the dot-com crash that diversification was crucial for his industrial process-and-supply company. Valin has moved beyond supplying to also managing processes. "To enjoy this growth while serving some very mature industries with a very mature product portfolio says that we're doing something right -- and what we're doing is taking the complexity out of it and making things simple," says Nettemeyer, who is also chairman of the NAW Institute for Distribution Excellence. Middle Market Executive (2/1) LinkedInFacebookTwitterEmail this Story
  • E-commerce slowly gains a foothold in distribution
    E-commerce makes up 5% or less of revenue for nearly half of distributors surveyed by Modern Distribution Management and Real Results Marketing, but overall e-commerce revenue is increasing. Customer satisfaction and service is a key concern, as well as efficiency in operation and cost. "Just providing customers with ease of use, fast connectivity, best search engine capabilities and the right product information so they want continue using the website and increase their ordering frequency is a challenge for us," according to one distributor. Modern Distribution Management (2/3) LinkedInFacebookTwitterEmail this Story
  Operations and Technology 
  • 3 tips for cloud success
    You should designate a data steward to oversee the valuable information that your business is storing on a cloud-based system, writes David Taber, CEO of SalesLogistix. "If you can't find one person to do it, have a pair of people who are rotated into and out of the position no more often than once a year," he advises. In addition, you should realize that your information may linger in the cloud even after you think that you have deleted it, he writes. (2/12) LinkedInFacebookTwitterEmail this Story
  Sales and Marketing 
  • How sales is like a basketball game
    Sales organizations, like basketball teams, need to have specifically defined roles and processes, and they also need to adapt as situations change, writes David Brock. "Our old and rigid models of marketing and sales paralyze us. ... They reduce our ability to align with the customer and win," he writes. Partners in Excellence Blog (2/8) LinkedInFacebookTwitterEmail this Story
  • Why mobile holds unique potential for B2B marketers
    Mobile can be a highly effective platform for business-to-business marketers, given the intimacy of the always-present devices and their capabilities, writes Jeff Stokvis, Ogilvy & Mather's director of digital strategy. Tablets in particular can be ideal, as they "are primarily a lean-back experience, which is the prime time for B2B marketers to consume heavy content like white papers and video," he writes. eMarketer (2/8) LinkedInFacebookTwitterEmail this Story
  The Business Leader 
  • Why too much of a good thing is bad for leadership
    Even positive traits such as confidence can become problematic if they become excessive, writes Samuel Bacharach, director of Cornell University's Institute of Workplace Studies. "[W]hen a leader has an excess of confidence, it generally means he or she also has a surfeit of ego," he writes. Similarly, a determined leader may run into trouble if he or she refuses to make adjustments. Inc. online (free registration) (2/11) LinkedInFacebookTwitterEmail this Story
  • 3 ways to harness the power of hope
    Hopefulness is an important part of any successful business strategy, says Shane J. Lopez, a business professor and researcher. Hope helps people to set goals, to think through potential hurdles and to stay motivated. "When you think the future will be better than the present, you start working harder today," Lopez says. Gallup Business Journal (2/12) LinkedInFacebookTwitterEmail this Story
  • When was the last time you said, "Thank you"?
    Valentine's Day actions that can make employees feel more appreciated include a "gratitude board" to encourage employees to write thank-you notes to one another and providing lunch for employees attending a meeting, says Mary Kelly, a business-leadership keynote speaker. "There is no one singular action or activity that will motivate everyone, but sometimes just being thanked goes a long way," Kelly said. (2/11) LinkedInFacebookTwitterEmail this Story
  NAW Insider 
  • Called "the best sales and marketing book for distributors"
    "Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution," a groundbreaking study with wall map, examines sales and marketing strategy and processes, and their connection to shareholder value and customer service. It provides 30 best practices from 122 wholesaler-distributors and 60 action steps to implement immediately. Use it to maximize your value creation and keep your competitive advantage. Order it today. LinkedInFacebookTwitterEmail this Story

  • Groundbreaking book: Customer Stratification -- Best Practices for Boosting Profitability
    This first-of-its-kind study provides you with groundbreaking research, best practices from 68 real wholesaler-distributors and 20 practical action steps ready to implement. Rather than focus on sales force communication, this cutting-edge research focuses on customer relationships and the value customers provide to their distributors. This study looks at these customer stratification dimensions: buying power, customer loyalty, profitability, and cost-to-serve. Order now. LinkedInFacebookTwitterEmail this Story

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Position TitleCompany NameLocation
Business ManagerCurbell Plastics, Inc.Arlington, TX
Customer Service Representative (Inside Sales)DW DistributionDeSoto, TX
Manager, Distribution Field MaintenancePetSmartPhoenix, AZ
Click here to view more job listings.

Several excuses are always less convincing than one."
--Aldous Huxley,
British author

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