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February 20, 2013News for the wholesale distribution industry

  Top Story 
 
  • Kramer: Look to skilled college grads for your sales force
    Increased competition in a flat market calls for new sales techniques, and distributors would do well to recruit sales talent from colleges that offer sales-certificate programs, says Mark Kramer, 2012 chairman of the National Association of Wholesaler-Distributors' board of directors and CEO of Laird Plastics. Such hires can rapidly become "result contributors," he says. Modern Distribution Management (2/15) LinkedInFacebookTwitterEmail this Story
Wholesale Distribution Supply Chain Playbook Whitepaper
Wholesale Distribution faces shrinking margins, growing costs, new competitors and demanding customers. To succeed every wholesale distributor needs a winning game plan. Read the latest whitepaper “Updating the Wholesale Distribution Playbook” to learn the four fundamental management actions that boost supply chain performance. Get it now!
  Operations and Technology 
 
  • Analysis: Big Data is trendy but isn't automatically useful
    Big Data is difficult to define and even harder to show how useful it truly is, Dave Mandl writes. "[T]he term seems to get thrown around recklessly and cluelessly more often than not and, even when it's used appropriately, applied much more widely than is warranted," Mandl writes. "... The mere increase in the amount of data being made available for a given application, no matter how big that increase may be, doesn't automatically make it a Big Data application." The Register (U.K.) (2/13) LinkedInFacebookTwitterEmail this Story
Embrace Disruptive Innovation
Traditional business is constantly being impacted by overwhelming and sudden shifts in the marketplace. This new normal is "disruptive innovation". Read this white paper to learn what disruptive innovation is and how your company can use cloud ERP to stay in the game.
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  Sales and Marketing 
 
  • How to make your mentoring program more effective
    If your company uses a mentoring program to help new representatives learn the ropes, you should take certain steps to make it as effective as possible, writes Janet Spirer of Sales Horizons. You should establish clear expectations for the program and plan carefully, she writes, adding that mentoring should not be used to replace coaching. SalesTrainingConnection.com (2/13) LinkedInFacebookTwitterEmail this Story
  • Reading the "body language" of Big Data
    Can you read your customers' "digital body language?" Eloqua Chief Marketing Officer Heidi Melin discussed the implications of the ever-increasing amounts of data available to marketers at an industry event this week, saying too many companies are failing to take advantage of data opportunities. "Many companies, especially in the SaaS space, are sitting on gold mines of data. ... As [customers] move through the sales cycle, this digital body language becomes more robust," she said. BtoB Magazine (2/13) LinkedInFacebookTwitterEmail this Story
Get with the flow. How payment processing affects cash flow.
Cash flow is the lubricant of business. Without a healthy cash flow, business dries up. It stops. It can't function. Which is why it is vital to keep the revenues coming in as the expenses go out. But there's one aspect of cash flow that many of us are not aware of. It is how managing credit cards and other such non-cash payments affect cash flow. Turns out it has a huge affect. Download the free guide today.
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  The Business Leader 
 
  • What George Washington can teach leaders
    George Washington led his troops to victory against the British redcoats at Trenton, N.J., in 1777 in part by adopting a more democratic approach to leadership, Signe Spencer writes. Rather than simply issuing commands and expecting obedience, Washington sought the advice of subordinates and thereby hatched a battle plan that was more innovative and effective than anything a single general could have devised alone, Spencer writes. Great Leadership (2/17) LinkedInFacebookTwitterEmail this Story
  • Smart bosses take the weekend off, says Interface CEO
    Leaders who find themselves chained to their desk over the weekend are doing something wrong, says Daniel T. Hendrix, president and CEO of Interface. Bosses who try to work nonstop and do everything themselves will burn out, and that isn't good for them or their company, Hendrix explains. "[Y]ou have to delegate, have to have accountability and have to make sure that people have the tools to do the job," he says. The New York Times (tiered subscription model) (2/16) LinkedInFacebookTwitterEmail this Story
RFID Solutions: Supporting Lean Manufacturing
Lean manufacturing has been around for decades, but it's only in recent years that modern data collection and management techniques have made it possible for businesses of any size to implement a lean philosophy. Read an overview to learn how your business could go about selecting and implementing solutions.
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  NAW Insider 
  • New release: "Effective Sales Incentive Design for Distributors"
      
    Newly released "Effective Sales Incentive Design for Distributors: What's the Right Plan?" is for distribution executives who want an answer this question: "How can I get my sales reps to do what I want them to do?" Get the know-how you need to create and implement an effective and aligned compensation program. Get your softcover book or Kindle Edition or NOOK Book. LinkedInFacebookTwitterEmail this Story

  • 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

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Position TitleCompany NameLocation
Business ManagerCurbell Plastics, Inc.Arlington, TX
Customer Service Representative (Inside Sales)DW DistributionDeSoto, TX
Manager, Distribution Field MaintenancePetSmartPhoenix, AZ
Click here to view more job listings.

  SmartQuote 
Everything that lives, lives not alone, nor for itself."
--William Blake,
British poet and painter


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