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January 25, 2013News for the wholesale distribution industry

  Top Story 
  • How distributors can adapt to the digital reality
    Harry Dochelli of United Stationers Supply, a subsidiary of United Stationers, offers seven ways distributors can thrive in a digital world. Firms should be consumer-obsessed with a strong brand platform, sales force and a "user-friendly, feature-rich website," he writes. They must also know when to invest in technology and people, how to expand their market and how to focus their marketing. Modern Distribution Management/Industry Insiders blog (1/22) LinkedInFacebookTwitterEmail this Story
  • Other News
  Operations and Technology 
  • An analytical approach to getting more from your workers
    Many companies' return on human capital is second rate, writes Jac Fitz-enz, founder of the Predictive Institute. He advises companies to restructure their human resources management model and introduce a systematic analytical process for managing human capital. (1/18) LinkedInFacebookTwitterEmail this Story
  • How to avoid getting blindsided by the cloud
    Enterprises making the transition to the cloud will find their path littered with pitfalls that could be avoided with a little foresight, writes Jake Gardner of Logicworks. Companies often rush into cloud migration without a clear understanding of exactly how their firm can benefit or a list of desired outcomes. Gardner says it's critical that enterprises be realistic about the promises that are being made by service providers and avoid putting too much confidence in service level agreements, guarantees of compliance or the idea that outsourcing removes risk or liability. (1/22) LinkedInFacebookTwitterEmail this Story
  Sales and Marketing 
  • Why salespeople need a challenge
    Expensive rewards aren't enough to motivate your salespeople; instead, you have to challenge them, writes Bob Kennedy. "Give your salespeople daily challenges and have daily sales meetings that recognize the previous day's winner. ... Have a trophy that's passed around that everyone on the staff wants but only the top dog gets when they win," he recommends. B2C Marketing Insider (1/22) LinkedInFacebookTwitterEmail this Story
  • Why salespeople should establish an action plan
    Some sales representatives know how to achieve their quotas, but others have no clue, writes Jim Keenan. Although these representatives can be successful, their performance is based on luck. For this reason, you should make your salespeople establish plans, and you should evaluate their strategies at the start of the year. A Sales Guy blog (1/21) LinkedInFacebookTwitterEmail this Story
  • Why dedicating a person to scrub marketing data will pay off
    B2B marketers are wrestling with the problems associated with dirty data. Apart from eliminating duplicates on e-mail lists, most marketers are at a loss what to do, and there's no prevailing school of thought on process, according to Maribeth Ross, vice president of marketing for Netprospex. "We are seeing an explosion of marketing operations roles being added in marketing departments. This shows that companies are realizing that managing the systems and their data can no longer be ignored and they need a dedicated resource for it," she says. (1/22) LinkedInFacebookTwitterEmail this Story
  The Business Leader 
  • Admit it: It's weird to be in charge
    Bosses who find themselves leading a team of former peers should start by discussing the weirdness of the situation, Mike Figliuolo writes. Only by recognizing the elephant in the room will people be able to beat it into submission, Figliuolo writes. "Acknowledging discomfort is the only way to truly focus on it and make it go away," he adds. ThoughtLeaders blog (1/21) LinkedInFacebookTwitterEmail this Story
  • 4 ways innovators can better explain their ideas
    Your most cherished innovations won't add up to much unless you can communicate them effectively to co-workers and customers, writes Stefan Lindegaard. The first step is to realize the need to communicate. "You need to see the bigger picture and go beyond your own small world," he writes. (Denmark) (1/21) LinkedInFacebookTwitterEmail this Story
  NAW Insider 
  • Save up to 29% with FedEx
    NAW members can save up to 29% on select FedEx shipping services. Enroll now -- enter passcode [WDJFRJ]. LinkedInFacebookTwitterEmail this Story
  • Order "In Search of the Perfect Customer": softcover or e-book
    "In Search of the Perfect Customer: Cost-to-Serve for Distributors," by Brent Grover, is available as a Kindle edition ( and a NOOK book ( Or order a softcover edition from NAW. Wholesaler-distributors must protect their most profitable, high-growth potential customers and avoid squandering precious resources. If your company is overlooking opportunities to make money and stop profit leakage, read this book. LinkedInFacebookTwitterEmail this Story

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