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March 20, 2013News for the wholesale distribution industry

  Top Story 
  • Other News
  Operations and Technology 
  • How returns-management processes affect logistics spending
    Research suggests that companies with formal processes for returns management generally have higher logistics expenses, writes Becky Partida of APQC. "However, organizations should consider whether product reuse or refurbishment could result in additional revenue that would justify the potential for higher logistics costs," she writes. IndustryWeek (3/15) LinkedInFacebookTwitterEmail this Story
  • In-depth analysis is required for effective supply chain segmentation
    Supply chain segmentation isn't a new idea, but attempts to put it into practice often stall after companies achieve a few promising results, writes Dave Alberts of Crimson & Co. A successful segmentation initiative requires much deeper analysis than is typically used. "Simply looking at product volume versus volatility to decide where you need to be lean and where you need to be agile is never going to be the answer -- it is too shallow an approach," he writes. (3/17) LinkedInFacebookTwitterEmail this Story
  Sales and Marketing 
  • A 3-step process for setting realistic sales goals
    The first step to setting realistic sales goals involves examining your company's prior performance and projecting growth for the coming year, writes Vanessa Merit Nornberg. Afterward, you should figure out how much each representative is likely to contribute to the company's total sales. It's a good idea to consult with employees before finalizing your sales targets -- they may have even higher expectations than you do. Inc. online (free registration) (3/14) LinkedInFacebookTwitterEmail this Story
  • Why quality matters for sales professionals
    Sales teams rarely focus on the topic of quality, which is all about creating value for the customer, writes David Brock. Salespeople spend much of their time reviewing problems and attempting to correct them, but this isn't the right way to ensure quality, he writes. "We can't inspect our way into performance improvement, we must build it into our culture, values, people, programs, systems, tools and processes," he writes. Partners in Excellence Blog (3/15) LinkedInFacebookTwitterEmail this Story
  • Personalization is key to B2B communications, marketing exec says
    Incorporating a marketing automation system makes taking the "personalized approach" easier than ever, says NetProspex Vice President of Marketing Maribeth Ross in this interview. "One of the best practices I've seen associated with that is making sure that any customer communications come directly from either their account manager or assigned salesperson. You can still send it out through your marketing automation system, but you want to make it look like it came from an individual, [as opposed to] a larger e-mail program sent to many people," she says. eMarketer (3/15) LinkedInFacebookTwitterEmail this Story
  The Business Leader 
  • Getting the greatest effort from your employees
    Many employees will acknowledge that they aren't fully dedicated to their jobs, Julie Winkle Giulioni writes. Fixing that requires a different approach to increasing productivity, including prioritizing the tasks of human resources and the need for persistent training. "Supply the equipment, tools, and resources to support excellence," she writes. SmartBrief/SmartBlog on Leadership (3/14) LinkedInFacebookTwitterEmail this Story
  NAW Insider 
  • Join us for the NAW Billion Dollar Senior Executive Roundtables
    NAW's Billion Dollar Company CEO, CFO, CIO, Operations, HR, and Chief Legal Officer Roundtables are unique business meetings that allow senior distribution executives to meet and benchmark with executives from noncompeting billion-dollar firms across multiple lines of trade. Executives build relationships and trust with their peers and learn valuable, real-world lessons from similar business situations. See group members and join 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
Regional Sales ManagerJohnstone SupplyColumbia, SC
Fiberglass Sales SpecialistHarrington Industrial PlasticsWillow Grove, PA
Business Unit Manager - ClampsEFC InternationalSt. Louis, MO
Sr. Outside Sales RepresentativeCurbell Plastics, Inc.Denver, CO
Director of Supply ChainUlinePleasant Prairie, WI
Vice President of DistributionUlinePleasant Prairie, WI
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.

What men value in this world is not rights but privileges."
--H.L. Mencken,
American journalist and essayist

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