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February 8, 2013News for the wholesale distribution industry

  Top Story 
  • Reliance Steel to acquire Metals USA Holdings
    Reliance Steel & Aluminum has agreed to buy Metals USA Holdings, a producer of steel and aluminum components. "Metals USA is an excellent fit and nicely complements Reliance's existing customer base, product mix and geographic footprint," Reliance Chairman and CEO David Hannah said. Google/The Associated Press (2/6) LinkedInFacebookTwitterEmail this Story
  • Demand for warehouse space rebounded in 2012
    U.S. demand growth for warehouse space "moved from the recovery period to the expansion period" in 2012, according to Rene Circ of CoStar. The vacancy rate from 210 markets watched by CoStar declined to 8.9%. CoStar Group (2/6) LinkedInFacebookTwitterEmail this Story
  • Other News
  Operations and Technology 
  • Planning and strategy aren't the same thing
    Creating a "strategic plan" isn't the same thing as crafting a meaningful strategy, writes Roger Martin. A strategic plan is often simply a souped-up budget, while a strategy "is the making of an integrated set of choices that collectively position the firm in its industry so as to create sustainable advantage relative to competition," Martin argues. Harvard Business Review online/HBR Blog Network (2/5) LinkedInFacebookTwitterEmail this Story
  Sales and Marketing 
  • 5 tips for coaching your sales team
    Sales managers can get better at coaching their representatives by communicating clearly, focusing on accountability and raising the performance standards, writes Anthony Cole. "Starting today -- or as soon as you begin setting goals for your next fiscal year -- eliminate the minimal acceptable standards of performance and embrace a new approach of extraordinary standards of performance," he recommends. Eyes On Sales (2/5) LinkedInFacebookTwitterEmail this Story
  • How to make your sales forecasts more accurate
    Creating accurate sales forecasts can be tricky, but it's easier if you create clear definitions for the stages of the sales process, according to this blog post. Make sure your representatives are asking prospects the right questions, and do your research to understand the procurement process your buyers are using. HeinzMarketing.com (2/5) LinkedInFacebookTwitterEmail this Story
  • Drawing B2B lessons from the Super Bowl's top mobile efforts
    B2B marketers can learn from how B2C brands such as Oreo, GoDaddy and Coca-Cola used mobile during this year's Super Bowl telecast, writes John Koehler. Oreo's spot about a library fight ended with a decisive "cookie" or "cream" call to action tied to Instagram, and the Coke Chase, in which voters determined the ending of a commercial, used gamification techniques that resulted in strong viewer response. Oreo's follow-up graphic on Twitter during the Super Bowl's prolonged blackout showed the benefit of "monitoring and being proactive with mobile trends," Koehler writes. Sales Benchmark Index/Sales & Marketing Effectiveness Blog (2/5) LinkedInFacebookTwitterEmail this Story
  The Business Leader 
  • Why good leaders ask "power questions"
    Smart leaders are good conversationalists, which means they know it's better to ask questions than to talk incessantly, says business author Andrew Sobel. Your curiosity will empower the other person, allowing you to make a good impression and to learn. "When you ask thoughtful questions, you supercharge your conversations," Sobel explains. SmartBrief/SmartBlog on Leadership (2/5) LinkedInFacebookTwitterEmail this Story
  • Why specificity is key when praising your staff
    As the research of psychologist Carol Dweck shows, it's important to be specific when praising your employees. Rather than offering general compliments, highlight the specific behavior that you want to encourage, writes Margaret Heffernan. This sort of feedback can motivate employees to keep up the good work, she writes. Inc. online (free registration) (2/4) LinkedInFacebookTwitterEmail this Story
  NAW Insider 
  • Why is everyone talking about the "cloud"?
      
    Cloud computing is achieving substantial traction among our industry due to the advantages of the operational and financial benefits that come with migrating to the "cloud" (quicker time to market, elimination of capital expenses, etc.). To discuss how the cloud could have a positive impact on your company, schedule an appointment with an expert in this field. LinkedInFacebookTwitterEmail this Story

  • "Triple Your Profit!" with the help of Al Bates
      
    "Triple Your Profit!" by Al Bates of Profit Planning Group is a four-part profit-management system that is for small distribution firms serious about making more money. It contains proven techniques that work. Focus on profit, not sales. Don't cut prices -- ever. Have a plan, not a meaningless budget. Buy this book, use, it, and watch your profits grow. Watch Al. 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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