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February 11, 2013News for the wholesale distribution industry

  Top Story 
  • Other News
  Operations and Technology 
  • A better approach to transportation management
    Organizations may be able to benefit from an approach to transportation management that combines the advantages of centralized and decentralized operations, writes Fabrizio Brasca of JDA Software. A company can do this by setting up a transportation management center that provides key services without interfering with "local transport operations when last-minute changes need to be made," he writes. Logistics Viewpoints blog (2/7) LinkedInFacebookTwitterEmail this Story
  • Are you happy with your risk-management efforts?
    Many company leaders say their risk-management programs aren't getting the job done, according to a study by Deloitte Consulting. "To be effective, companies should take a holistic and integrated approach to managing supply chain risk and go beyond traditional approaches," said Deloitte's Kelly Marchese. IndustryWeek (2/7) LinkedInFacebookTwitterEmail this Story
  Sales and Marketing 
  • How to guard against turnover in your sales organization
    Now that your salespeople have received their year-end commission checks, some of them may start looking for new opportunities, writes John Kenney. You can minimize turnover, however, by making better hires to begin with and by using a mentoring program to get representatives up to speed, he writes. You should also use exit interviews to learn from your mistakes. "This is not for every salesperson that leaves. If the person consistently contributed to the top line, their insight is priceless," he writes. Sales Benchmark Index/Sales & Marketing Effectiveness Blog (2/4) LinkedInFacebookTwitterEmail this Story
  • A better approach for inside sales reps
    Too many inside sales representatives are focused on getting answers to certain questions rather than engaging in two-way conversations with prospects, writes Craig Ferrara. "When your teleprospecting team is more focused on the prospect's pains or needs, you are likely to find a higher percentage of those opportunities moving down the sales pipeline," he writes. Sales Prospecting Perspectives blog (2/5) LinkedInFacebookTwitterEmail this Story
  Policy Watch 
  • LIFO, health care law among distributors' key 2013 policy issues
    Legislation and regulatory action on health care, corporate taxes and the last-in, first-out accounting method will be closely watched in 2013, according to Jade West, senior vice president-government relations of the National Association of Wholesaler-Distributors. The federal health care law won't be repealed, she says, but there are upcoming actions on the employer mandate, the essential health benefits rule and the fate of the Independent Payment Advisory Board. Modern Distribution Management/Public Policy blog (2/7) LinkedInFacebookTwitterEmail this Story
  The Business Leader 
  • Can you still remember your company's values?
    A company's highfalutin statement of values won't count for much if nobody can remember it, writes Mary Jo Asmus. Keep your company's statement of purpose short and to the point, and consider investing in gimmicks to make them more memorable. "Print them on wallet-size cards, have them in your e-mail signature line and/or have an artist come up with pleasing wall hangings," Asmus suggests. SmartBrief/SmartBlog on Leadership (2/6) LinkedInFacebookTwitterEmail this Story
  • When companies have too many ideas
    It's possible for companies to be too innovative for their own good, writes Stefan Lindegaard. If you're producing ideas faster than you can execute and bring them to market, then you're potentially wasting precious resources and putting all your company's actions at risk, Lindegaard argues. 15Inno.com (Denmark) (2/6) LinkedInFacebookTwitterEmail this Story
  NAW Insider 
  • 5 fundamentals every current and aspiring branch manager should master
     
    "Brand-new 5 Fundamentals for the Wholesale Distribution Branch Manager, Second Edition" is the classic step-by-step guide to helping branch managers improve their business and leadership skills. This second edition is completely revised with vital new information that today’s branch manager needs to read to succeed in today's challenging economy. Order copies for each branch manager. Also available for your Kindle or NOOK. LinkedInFacebookTwitterEmail this Story
  • Get Alan Beaulieu's 6-page monthly economic report for $16.50
      
    "NAW Advisor" is a new, monthly six-page economic business report by Alan Beaulieu -- No. 1 recognized expert in wholesale distribution forecasting. "NAW Advisor" is only $16.50 per month to subscribe. It provides you with expert economic guidance on today's distribution cycles and shows you how these cycles will affect your business so you can prepare for tomorrow's economy. Read a free issue. Subscribe today. LinkedInFacebookTwitterEmail this Story

  • New release: "Effective Sales Incentive Design for Distributors"
      
    Newly released "Effective Sales Incentive Design for Distributors: What’s the Right Plan?" is for distribution executives who want an answer this question: "How can I get my sales reps to do what I want them to do?” Get the know-how you need to create and implement an effective and aligned compensation program. Get your softcover book or Kindle Edition or NOOK Book. LinkedInFacebookTwitterEmail this Story

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Vice President, SalesRoberts Oxygen Company, Inc.Rockville, MD
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  SmartQuote 
If you want to make enemies, try to change something."
--Woodrow Wilson,
28th U.S. president


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