| March 6, 2013 | News for the wholesale distribution industry |
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NAW and Cortera have developed a unique program to help wholesaler-distributors develop sales opportunities faster. Read more about the NAW-Cortera program.
    
| Operations and Technology | | |
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- 2 sides of the supply chain coin
As a generation of logistics professionals enters the field, it's prudent to examine the gap that sometimes exists between supply chain analysts and practitioners, writes Wade McDaniel of Avnet. When challenges arise, "[t]he approach I have taken is to focus on the supply chain issue, rally around the burning platform, and solve the problem," he writes. EBN
(3/1)
| Sales and Marketing | | |
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- A 3-step process for choosing the size of your sales force
You may need to add more representatives to your sales team if customers aren't getting the service they need or if salespeople are overworked, write Andris Zoltners, PK Sinha and Sally Lorimer. Analyze the needs of your customers and pay attention to financial ratios as you decide whether to adjust the size of your sales force, they advise. "Often, by shifting coverage of lower-value customer segments to more efficient channels such as telesales, it's possible to improve financial ratios while giving up minimal coverage of market potential," they write. Harvard Business Review online/HBR Blog Network
(2/26)
- Why the details matter when it comes to e-mail permission
Not all e-mail permissions are the same -- they vary between "explicit, implicit, secondary and no permission" -- causing some confusion among companies, writes Karen Bannan, citing a RegReady survey. The survey found that explicit permission is the most effective, but that B2B companies are less likely than B2C companies to think that getting explicit permission is necessary. "What we see happening is all these marketing automation systems have been encouraging marketers to send more volume and it is inundating users to the point that they are going to start ignoring what's coming in," says Elie Ashery of RegReady. BtoB Magazine
(2/28)
| The Business Leader | | |
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- You can't innovate through meetings
Brainstorming sessions are a lousy way to try to solve complicated problems, writes Debra Kaye. "Fresh ideas come when your brain is relaxed and engaged in something other than the particular problem you're embroiled in. ... This is the polar opposite of what happens in brainstorming sessions," she explains. Fast Company online
(2/28)
| NAW Insider | | |
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30 best practices from 122 wholesaler-distributors and 60 action steps
"Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution," a groundbreaking study with wall map, examines sales and marketing strategy and processes, and their connection to shareholder value and customer service. It provides 30 best practices from 122 wholesaler-distributors and 60 action steps to implement immediately. Use it to maximize your value creation and keep your competitive advantage. Order it today.
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5 fundamentals every current and aspiring branch manager should master
"Brand-new 5 Fundamentals for the Wholesale Distribution Branch Manager, Second Edition" is the classic step-by-step guide to helping branch managers improve their business and leadership skills. This second edition is completely revised with vital new information that today’s branch manager needs to read to succeed in today's challenging economy. Order copies for each branch manager. Also available for your Kindle or NOOK.
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An industry standard adopted by numerous airlines could enable them to charge travelers different amounts based on their personal characteristics, according to this editorial. Airlines "may be counting on the new airfare pricing standard to increase revenue and profits," the editorial notes. "It is hard to see how this approach could result in more competition or anything but higher costs for many travelers." 
