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January 28, 2013News for the wholesale distribution industry

  Top Story 
  • CEO: Employees are the driving force of WinWholesale's success
    WinWholesale depends greatly on hiring and developing employees who can take on the responsibility of "local presence and local decision making," says CEO and Chairman Rick Schwartz. "We don't have any branch managers as such, like a lot of our competitors do. We have company owners. We say that we've probably created more successful businesspeople than anybody else has in this industry," he says. American City Business Journals/Dayton, Ohio (1/24) LinkedInFacebookTwitterEmail this Story
  • Other News
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  Operations and Technology 
  • 5 ways that shippers are stifling innovation
    Many shippers say that the third-party logistics providers they work with don't present innovative ideas, but the shippers themselves may be partly to blame, Susan K. Lacefield writes. Shippers may be inhibiting innovation in several ways, such as by focusing exclusively on daily operations or by constantly seeking new bids to get lower rates. DC Velocity online (1/25) LinkedInFacebookTwitterEmail this Story
  • Executives see collaboration as an important strategy
    Two-thirds of more than 2,000 decision-makers from around the world said they had worked closely in collaboration with at least one other organization in the previous 12 months, a survey by Bank of America Merrill Lynch found. Forty-four percent said they expect they will collaborate even more over the next five years. (1/23) LinkedInFacebookTwitterEmail this Story
  Sales and Marketing 
  • 6 things the best sales leaders have in common
    Top sales leaders are focused on achieving revenue targets and are committed to providing salespeople with the training they need to be successful, writes Scott Edinger. They also appreciate the value of teamwork and motivation. "A sales leader's vision ought to inspire and create confidence in order to achieve the organizational goals," he writes. Forbes (1/23) LinkedInFacebookTwitterEmail this Story
  • How effective storytelling drives the sales process
    The best salespeople tend to be talented storytellers who can use anecdotes to illustrate how customers could benefit from using your company's services or buying its products, writes Bob Apollo. It's a good idea to have salespeople share stories with one another and to coach them about how to properly relay these anecdotes to customers, he adds. (U.K.) (1/23) LinkedInFacebookTwitterEmail this Story
  • How to deal with the end of LinkedIn Answers
    LinkedIn Answers is being shut down, but businesses have alternatives for connecting with others and providing thought leadership, writes Jeffrey Cohen. He suggests steps such as starting and maintaining a LinkedIn Group, promoting your LinkedIn company page on your own corporate page and getting employees to connect their Slideshare accounts to LinkedIn so their efforts can be automatically promoted by status updates. (1/22) LinkedInFacebookTwitterEmail this Story
  Hot Topics 

Top five news stories selected by NAW SmartBrief readers in the past week.

  • Results based on number of times each story was clicked by readers.
  The Business Leader 
  • What's your big idea?
    Leaders need to have a big, bold vision that others can rally around, writes Karen Kang. That's the best way to burnish your personal brand and to get the most out of your workers, Kang writes. "The measure of your success is not just what others are saying about you, but in the impact you are making on the world," she writes. ThoughtLeaders blog (1/23) LinkedInFacebookTwitterEmail this Story
  • Struggling to innovate? Blame your HR team
    Hiring practices can have a big impact on a company's innovation culture, writes Liz Ryan. Needlessly pompous and arbitrarily complex recruitment policies mean many firms' hiring practices reward compliance rather than creativity. "The whole encrusted recruiting process ... makes it easy for organizations to hire drones, and it makes it hard for them to hire the brilliant and complex people they need to solve their problems," Ryan writes. Bloomberg Businessweek/The Management Blog (1/23) LinkedInFacebookTwitterEmail this Story
  NAW Insider 
  • Smarter analytics mean better sales data for higher sales results
    Best-seller Transforming Data into Action: Using Analytics for Better Distributor Sales Decisions shows you how to provide better sales information for your sales team. It includes proven ideas, step-by-step discussions and real-world distributor examples. Armed with these insights, you can optimize your decision making to protect your customer base, maintain a competitive advantage and increase your profitability. It's a must-read. LinkedInFacebookTwitterEmail this Story

  • 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
  • Will your business grow this year?
    Through the use of new technologies and best practices, smart wholesaler-distributors have an opportunity to better understand and navigate current conditions so they can improve organization-wide management of customer risk and pinpoint potential profits in their existing customer base. Download this complimentary whitepaper: "Building a Financially Healthy and Profitable Customer Base." LinkedInFacebookTwitterEmail this Story
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Vice President, SalesRoberts Oxygen Company, Inc.Rockville, MD
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In youth we learn; in age we understand."
--Marie von Ebner-Eschenbach,
Austrian writer

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