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March 27, 2013News for the wholesale distribution industry

  Top Story 
  • Why distributors should go beyond price
    Distributors always look to add value to their existing services without raising costs, but they are most pressured to do so by customer demand, says Tim Underhill. "Distributors need to build processes for better value documentation that become a part of the sales process and are focused not only on price or even inventory savings, but the entire picture," Lindsay Konzak writes. Modern Distribution Management (3/18) LinkedInFacebookTwitterEmail this Story
  • Smarter training, routing improve freight-hauling efficiency
    U.S. truckers are improving efficiency thanks to smarter routes and better driver-training programs, company officials say. Emissions and cost reduction are key motivators, according to the Wharton School of the University of Pennsylvania. "Adding efficiency to any part of the supply chain produces better returns. The good thing is that much of what we do to improve fuel economy translates to the bottom line as improved profitability. Every bit of energy you save is money in your pocket," the school said in a report. Reuters (3/25) LinkedInFacebookTwitterEmail this Story
  • Other News
  Operations and Technology 
  • Why HR departments should take data seriously
    Big Data is changing the ways in which companies handle their finance and marketing operations, but HR teams have been reluctant to take the plunge, David McCann writes. That's a missed opportunity, experts say, not least because HR records are potentially a gold mine of actionable data. (3/22) LinkedInFacebookTwitterEmail this Story
  Sales and Marketing 
  • What to do if your inbound marketing fails
    If the results of inbound-marketing efforts are dwindling over time, it might be because you've cast too wide a net and aren't reaching decision-makers, Dayna Rothman writes. Instead of producing more me-too marketing in a crowded field, remember "[t]he solution to too much noise is not to make more noise, but to sound different," Rothman writes. Also, consider whether your particular prospects would be better candidates for outbound marketing. Marketo/B2B Marketing and Sales blog (3/22) LinkedInFacebookTwitterEmail this Story
  Policy Watch 
  • Law could mean higher 2014 premiums for individuals, small business
    Insurers say premiums for many individuals and small businesses will likely increase in 2014 as additional portions of the federal health care law take effect. For larger companies, "[m]any of the big changes coming next year won't touch them as directly as individual consumers and small businesses, though some will have to grapple with the cost of covering more workers or paying a penalty," write Anna Wilde Mathews and Louise Radnofsky. Investor's Business Daily (3/21), The Wall Street Journal (3/22) LinkedInFacebookTwitterEmail this Story
  The Business Leader 
  • You can't lead by being distant
    The best bosses aren't afraid to get involved when it comes to feedback, coaching and mentoring, writes Linda Sharkey. "While feedback is essential, how you deliver it is also critical. As the leader, don't distance yourself from others -- instead, get involved and stay involved," she advises. SmartBrief/SmartBlog on Leadership (3/22) LinkedInFacebookTwitterEmail this Story
  • Is your very existence a threat to your employees?
    By simply existing, bosses psychologically threaten their workers in fundamental ways, says David Rock, director of the NeuroLeadership Institute. Leaders have higher social status and greater autonomy than their employees, and that imbalance, left unchecked, can demoralize and demotivate workers. "A smart boss will notice this and do all sorts of things to try to fix it," Rock says. The New York Times (tiered subscription model) (3/23) LinkedInFacebookTwitterEmail this Story
  NAW Insider 
  • Not read this book? What are you waiting for?
    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

  • Top 10 Distribution Trends: How distributors are positioning in 2013
    This DVD presents 10 key trends in wholesale distribution across sectors. From a shifting competitive landscape to the return of distribution M&A, MDM Editor Lindsay Konzak covers the trends and what they mean for distributors as they plan for 2013 and beyond. This 60-minute program also covers top technology shifts, including e-commerce, mobile and analytics. Order now for just $39. LinkedInFacebookTwitterEmail this Story

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Position TitleCompany NameLocation
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Sr. Outside Sales RepresentativeCurbell Plastics, Inc.Denver, CO
Fiberglass Sales SpecialistHarrington Industrial PlasticsWillow Grove, PA
Metals Buyer / TraderOlin BrassLouisville, KY
Product ManagerRyan Herco Flow Solutions, Inc.Burbank, CA
Eclipse Systems ManagerCrescent Electric Supply Co.Dubuque, IA
Corporate Credit ManagerBehler-Young CompanyMichigan, MI
Click here to view more job listings.

It is often laziness and timidity that keep us within our duty while virtue gets all the credit."
--François de la Rochefoucauld,
French writer

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