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December 19, 2012News for the wholesale distribution industry

  Top Story 
  • Other News
  Operations and Technology 
  • What the logistics industry should expect in 2013
    Companies might turn to rail service to help meet their needs in 2013 -- in part to avoid troubles with shipping via trucks, Clifford Lynch writes. "While this might not seem like a step in the right direction, improved rights-of-way, better equipment, and faster, more reliable service can make rail a reasonable alternative to trucks," he writes. Other trends to watch for include the emergence of slower, lower-cost shipping options and the increasing use of alternative fuels. DC Velocity online (12/17) LinkedInFacebookTwitterEmail this Story
  • 5 cloud-computing areas to watch
    Next year is likely to be a big one for cloud computing, Barb Darrow and Stacey Higginbotham write. Public clouds may gain respect, as could vendors' compute clouds and emerging technology such as OpenStack, Darrow and Higginbotham write. GigaOm (12/14) LinkedInFacebookTwitterEmail this Story
  Sales and Marketing 
  • 3 traits of truly great salespeople
    Sales ability is no longer the only attribute that matters when it comes to sales personnel, writes Stacey Alcorn. In today's interconnected world, salespeople must be nice, honest and empathetic, she explains. "The number one trait of a really good salesperson is their ability to put themselves in the shoes of others." The Huffington Post (12/13) LinkedInFacebookTwitterEmail this Story
  • The metrics marketers should avoid at all costs
    It's as important to understand what metrics not to track as those you should, writes Jon Miller. Avoid "vanity" metrics such as Facebook "likes" that only sound impressive. Focus on lead quality, not lead quantity, and on results, not simply on the amount of marketing activity. "[T]he worst kinds of metrics to use are 'cost metrics' because they frame [m]arketing as cost center. If you only talk about cost and budgets, then no doubt others will associate your activities with cost," Miller writes. Marketo/B2B Marketing and Sales blog (12/13) LinkedInFacebookTwitterEmail this Story
  The Business Leader 
  • The 3 tiers of being a leader
      
    YouTube/John Baldoni
    Leaders must be able to develop themselves, their employees and their organizations, John Baldoni says in this video. "Before you can lead others, you must learn to lead yourself. The bedrock principles of self-leadership begin with the desire to make a positive difference," he says. SmartBrief/SmartBlog on Leadership (12/14) LinkedInFacebookTwitterEmail this Story

  • Don't rely on cookie-cutter leadership strategies
    Leadership shouldn't rely too much on uniform, "six steps to managing"-type leadership guides, says Karl Heiselman, CEO of Wolff Olins. Every employee is different, and bosses need to tailor their approaches to individual workers' needs. "[W]hen you're communicating with somebody ... you're trying to get the best work out of them. The way you do that is not the same for everybody," Heiselman says. The New York Times (tiered subscription model) (12/15) LinkedInFacebookTwitterEmail this Story
  NAW Insider 
  • Brand new: 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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  SmartQuote 
There are two things that one must get used to or one will find life unendurable: the damages of time and injustices of men."
--Nicolas Chamfort,
French writer


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