| January 2, 2013 | News for the wholesale distribution industry |
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| Operations and Technology | | |
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- A distribution model for the 21st century
Companies can choose from a range of distribution models, including direct sales and channel sales, writes Carl Theobald, CEO of Avangate, but they can also use a new model that combines these and other strategies. "This new model takes into account not just general sales tactics; it also considers the latest in social, CRM, app-usage and help-desk technologies to not just find buyers, but also anticipate when they'll come and what precise deployment they'd be looking for," he writes. E-Commerce Times
(12/29)     
- Merchants move toward more same-day delivery
Hints that Amazon aims to increase its same-day delivery options have retailers of all sizes, from Wal-Mart to Shoptiques, scrambling to compete. The services required, however, are often money-losing and may not even be perks customers want, analysts say. "There's lots going on in this space, and it's all driven by Amazon," said Tom Allason, founder and CEO of Shutl, a U.K.-based delivery service. The New York Times (tiered subscription model)
(12/27)
| Sales and Marketing | | |
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- Why your sales process needs an update
Your sales organization may not reach its potential if you're still relying on an old sales process, writes David Brock. As you update the process, you should collaborate with the marketing department and focus on your customers' buying behavior, he advises. "Think about how you can use your process to disrupt your customers' thinking." Partners in Excellence Blog
(12/24)
- Building a direct B2B sales program requires sensitivity
Focus first on the user experience when building a B2B site for direct sales, Michael Chuma writes -- one of 10 tips presented in this article. Think about servicing small and niche customers first so as to not undercut resellers, and build up a track record within the organization with a slow roll out of measurable services. Consider a commission program for those who might be cut out of the sales loop and resisting the change internally, Chuma adds. Multichannel Merchant
(12/27)
| The Business Leader | | |
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- Leadership lessons from Gen. Norman Schwarzkopf
Gen. Norman Schwarzkopf, the commander of Operation Desert Storm, died Thursday at age 78. The four-star general's philosophy of leadership emphasized the importance of humility, hard work and moral fortitude. "Leadership is a potent combination of strategy and character. But if you must be without one, be without strategy," he once said. Forbes
(12/27)
| NAW Insider | | |
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Still time to register for NAW Executive Summit this month
Register now for the NAW 2013 Executive Summit, Jan. 29 to 31. We'll focus on "Unlocking Secrets of Success from the Best" and learn the best practices to make your company profitable in this anemic economy. Plus, register additional staff and they'll receive a team discount. This is a must-attend for distribution company executives and others tied to our industry.
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Which top 10 best sellers haven't you read yet?
The NAW Institute for Distribution Excellence conducts research into strategic management issues affecting the wholesale distribution industry. Our research is conducted with best practice wholesaler-distributors, and we publish leading-edge research studies with practical application for distribution firms of all sizes and across all lines of trade. Here are September's "Top 10 Best Sellers" that wholesaler-distributors are reading today. Order your copies.
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