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February 6, 2013News for the wholesale distribution industry

  Top Story 
  • Analytics, sales processes among themes at NAW Executive Summit
    Analytics, improvement of sales process and increased merger and acquisition activity were among the key issues discussed at this year's NAW Executive Summit, Thomas P. Gale writes. "When a salesperson today goes to make a call, that customer has more information and knowledge about products than ever before through the Internet and other sources," said 2012 NAW Board Chairman Mark Kramer, CEO of Laird Plastics. "There are very different skills required today to be effective and communicate the value of your offering," he said. Modern Distribution Management/Economy blog (2/1) LinkedInFacebookTwitterEmail this Story
  Operations and Technology 
  • How technology can enhance operations
    Technology can provide valuable benefits for electrical distributors, but they have to select the right tools, Bridget McCrea writes. Distributors should consider using cloud-based software, inventory-management applications and smartphones. "A salesperson's own mobile device can serve as a valuable connection for tech-savvy clients that would rather 'text' their orders in versus make a call, send a fax, or type up an email," McCrea writes. TED Magazine (2/4) LinkedInFacebookTwitterEmail this Story
  • Consumer technologies help businesses increase profit, survey shows
    The rapid consumerization of IT is giving some businesses a leg up by helping them streamline processes, increase efficiency and ultimately bolster their bottom lines, new data show. A survey of 600 executives in 19 countries by Wakefield Research finds companies that embrace mobility and bring-your-own-device are 73% more likely to generate new business and sales and 54% more likely to report higher profits than companies that have yet to fully employ consumer technologies in the workplace. eWeek (1/31) LinkedInFacebookTwitterEmail this Story
  Sales and Marketing 
  • Building a companywide B2B social media team
    Marketing, sales and some customer-facing employees should all be involved in business-to-business social media efforts, Bob Apollo writes. Sales, in particular, should realize the value of Nimble and other programs that integrate customer-relationship management with social data. Broad involvement in social media requires unifying the participants' presence as positive and professional for sharing and teaching, not selling. Use clear guidelines to encourage employee creativity without stifling them with a top-down approach, Apollo advises. (U.K.) (2/1) LinkedInFacebookTwitterEmail this Story
  The Business Leader 
  • Aim for the stars -- but keep an eye on the road ahead
    It's fine to have sky-high ambitions, but you should make sure your hopes and dreams don't distract you from the banal but vital process of running a business, says John Baldoni. "Aspiration is a process of reaching for the stars. But before you can reach for the stars, you check the ground upon which you are standing," he says. SmartBrief/SmartBlog on Leadership (2/1) LinkedInFacebookTwitterEmail this Story

  • How to tap talents you didn't know your workers had
    Managers who spend time getting to know their workers, who are more open to the initiatives that their workers suggest and who push people to take more responsibility for their projects may find those workers have skills they never knew existed, Laura Vanderkam writes. CBS MoneyWatch (1/31) LinkedInFacebookTwitterEmail this Story
  NAW Insider 
  • Are your company and your company data secure?
    The average cost of an organizational breach is $7.2 million. This affects you from both a financial and a credibility standpoint. Whether you are concerned about your information being compromised or just want to be sure you have the proper policies in place, request an introductory meeting with an expert in this field. LinkedInFacebookTwitterEmail this Story

  • Gain control over your pricing with "Strategic Pricing for Distributors"
    For many distributors, gaining control over pricing is their last "unplowed field." "Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins" is a combination of business novel and guidebook with real-world lessons for distribution managers. It takes you through a plan using market-driven pricing guidelines and tools for reaching and sustaining strategic pricing improvement -- and ultimately increased profitability. LinkedInFacebookTwitterEmail this Story
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Position TitleCompany NameLocation
Vice President, SalesRoberts Oxygen Company, Inc.Rockville, MD
Manager, Distribution Field MaintenancePetSmartPhoenix, AZ
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Failure changes for the better, success for the worse."
--Seneca the Younger,
Roman philosopher, statesman and playwright

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