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February 10, 2012News for the wholesale distribution industry

  Top Story 
  • How a smaller W-D reinvented itself
    Wholesale distributor Ward Supply Co. adjusted to a tougher business climate in the late 1990s by streamlining management and empowering every employee to take action on behalf of customers. That culture shift takes sustained effort but has improved the company's financial outlook and stability, President and CEO Terry Ward says. "We are much quicker to respond to our customer requests and we are leaner with less headcount overhead," he says. HVACR Distribution Business magazine (2/2012) LinkedInFacebookTwitterEmail this Story
  • U.S. companies plan to invest as economy warms up
    Companies are planning to increase their domestic spending as the U.S. economy show signs of improving. Chief financial officers say they are planning to expand their operations, purchase equipment and increase hiring after hoarding cash for an extended period. "I'm feeling better about the U.S. economy than I was 12 months ago, for sure," Cummins CFO Patrick Ward says. The Wall Street Journal (2/8) LinkedInFacebookTwitterEmail this Story
  • Other News
  Operations and Technology 
  • Companies improve supply chains with automatic vehicles
    Sales of automatic guided vehicle systems are on the rise as companies use the technology to improve their warehouses and manufacturing facilities. Sales climbed 25% in 2011, and 1,700 vehicles have been installed during the past two years. Companies are becoming increasingly interested in using the technology in their distribution centers, according to Randy Winger of Dematic Corp. Charleston Regional Business Journal (S.C.) (2/8) LinkedInFacebookTwitterEmail this Story
  • How distributor structure helps the industry avoid outsourcing
    Distributors have generally not seen domestic job losses due to offshoring, Barbara Jorgensen writes. "Even if a customer with a U.S. manufacturing operation moves to Beijing, its distribution contacts do not automatically follow," she writes. "In fact, a U.S. account manager is likely to take a larger role in helping this customer transition its supply chain overseas." EBN (2/8) LinkedInFacebookTwitterEmail this Story
  • Choose the right enterprise search solution for your business
    Enterprise search can help companies to boost productivity, but finding the right solution can be a challenge. There are three kinds of vendors -- specialized, integrated and detached -- that each use different approaches to enterprise search. Before selecting a solution, companies should determine their needs -- relevance, consistency and responsiveness are all important, according to John Gillies. (2/8) LinkedInFacebookTwitterEmail this Story
  Sales and Marketing 
  • 3 steps to saving your sales team from failing the business
    One credit card processing company was attracting bad customers who actually hurt the value of the business, write Karl Stark and Bill Stewart. The key to fixing this problem was to alter the sales compensation plan to encourage salespeople to pursue higher-quality, longer-term customers. "If you give your people the right incentives, they can work wonders for you," they write. Gazelles blog (2/7) LinkedInFacebookTwitterEmail this Story
  • Care and feeding of leads adds value in more ways than one
    Nurture new leads landing on your site with care, understanding that they need to know, like and trust the company before they'll move down the sales funnel, writes Sookie Shuen. Think of new leads as not only potential customers, but as opportunities to tweak your existing campaigns and automated responses based on their behavioral patterns, improving your marketing. "Work once, and reap the benefits over and over again," she writes. MarketingProfs (2/7) LinkedInFacebookTwitterEmail this Story
  The Business Leader 
  • 3 ways to keep your young workers motivated
    To meet the desires of younger employees who want more learning opportunities, structure your culture around promoting outside training and internal mentorship, Robert Hosking says. "If you've got somebody on your team who you know wants more, give them more," he advises. CBS MoneyWatch (2/7) LinkedInFacebookTwitterEmail this Story
  • How to tell if an idea is worth pursuing
    Good innovators need to come up with ideas that are commercially viable, but how can you tell which will fly and which will flop? The best ideas address existing problems in disruptive new ways, and have a clear path to profit, writes Chuck Frey, who relies on analysis from author Scott Anthony. "You already know from past experience what types of ideas are likely to be accepted in your organization, and those which tend to go down in flames," Frey notes. InnovationTools (2/8) LinkedInFacebookTwitterEmail this Story
  Sponsored Content 

  NAW Insider 
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  • Improve your sales operations with Dave Kahle's wisdom and expertise
    Reading Dave Kahle's four top-selling books for sales managers and sales reps is like having Dave Kahle's sales training wisdom and expertise inside your head whenever and wherever you need them the most. Order any of these books individually, or purchase the two-book and four-book "Power Packages" and save 10%. Scroll down to the "Sales Management" section to order Dave's books. LinkedInFacebookTwitterEmail this Story
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  Editor's Note 
  • Correction
    A headline in Thursday's SmartBrief misspelled the name of Wesco. SmartBrief regrets the error. LinkedInFacebookTwitterEmail this Story
Position TitleCompany NameLocation
Branch Sales ManagerMSC Industrial SupplyMultiple Locations, United States
Territory Sales Manager-Kansas CityORS NascoKansas City, MO
Click here to view more job listings.

If you do not feel yourself growing in your work and your life broadening and deepening, if your task is not a perpetual tonic to you, you have not found your place."
--Orison Swett Marden,
American writer

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