October 28, 2021
Connect with NAW LinkedInFacebookTwitter
NAW SmartBrief
News for the wholesale distribution industrySIGN UP ⋅   SHARE
Top Story
Graybar Electric earned $74.3 million in the third quarter, a 115.4% increase from the year-ago period. Net sales were $2.31 billion, up 23.2%.
Full Story: Modern Distribution Management (tiered subscription model) (10/26) 
LinkedIn Twitter Facebook Email
Working with Square Roots, Gordon Food Service has launched an indoor farm at its Michigan headquarters. The site, which can grow an assortment of up to 50,000 plants at a time, is Square Roots' second in the state and part of a strategic initiative to ensure food can be grown all year, in spite of local climate limitations.
Full Story: Progressive Grocer (10/26) 
LinkedIn Twitter Facebook Email
KPIs Every Distributor Needs to Track
Distributor margins are squeezed by customers and suppliers, forming a constant challenge to differentiate yourself. Here are five key distributors' KPIs to increase revenue, buy smarter, and increase profit for your business
Operations and Technology
Distributors should work with specialized staffing firms and provide career development opportunities to find quality shift workers, writes Derek Jones of Deputy. "[P]roviding the right working conditions and adequately organized working schedules can be the edge you have over your competitors," Jones writes.
Full Story: Modern Distribution Management (tiered subscription model) (10/26) 
LinkedIn Twitter Facebook Email
B2B companies increasingly want advanced digital tools to promote efficient procurement processes and reduce operational costs, writes Todd Heimes, director of Amazon Business Worldwide. "Features like analytics tools, spend visibility, guided buying, multi-user accounts, and spending limits have been elevated from nice-to-have to must-have," Heimes writes.
Full Story: Digital Commerce 360 (10/25) 
LinkedIn Twitter Facebook Email
Shoptalk Returns to Vegas This March!
Shoptalk brings together 8,000+ professionals from the biggest brands like e.l.f. Beauty, Maui Jim, Olaplex & more. Qualified retailers and brands can attend for free!
Get your pass now.
Sales and Marketing
Use pain points to understand your customer's needs
Salespeople must be able to determine a prospect's pain points -- including financial, productivity and positioning -- to better understand what's needed and provide real solutions, writes Dan Tyre. For best results, use the customer's language when discussing these challenges, include all key stakeholders in related conversations and use pain points as the context for discussing the solutions being offered.
Full Story: HubSpot (10/18) 
LinkedIn Twitter Facebook Email
Business-to-business technology purchase decisions typically involve three job functions, consider two to four vendors and occur every one to three years, according to a Trust Your Decisions study from Dow Jones' WSJ Intelligence and B2B International. Thought leadership, videos and case studies are cited as the most useful content by B2B buyers, who say marketing and advertising messaging is important at each buying stage, and 68% think content is more trustworthy if it's published in business and trade media rather than on a brand's website.
Full Story: MediaPost Communications (free registration) (10/25) 
LinkedIn Twitter Facebook Email
The Business Leader
Most companies struggle to execute business ideas and won't improve because executives underestimate their lack of success, their biases and the complexity of the organizations they lead, write Eric Colson, Daragh Sibley and Dave Spiegel. They offer a guide to better, more systematic experimentation that includes ending poor-performing experiments rather "than unknowingly providing on-going support to an idea that is doing nothing or actually hurting your metrics -- which is what happens most of the time."
Full Story: O'Reilly Radar blog (10/26) 
LinkedIn Twitter Facebook Email
NAW Insider
Live NAW Webinar: An Integrated Strategy for Distributors
Many distributors experience the paradox of watching marketplaces grow sales at explosive rates while seemingly seeing no sales erosion to Amazon Business, etc., themselves. How can this be? What is the nature of the threat? When will it affect you? Most importantly, what should you do about it? Discover the answer to these questions and more on Nov. 2 at 2 p.m. ET by registering today!
LinkedIn Twitter Facebook Email
Brand-New NAW Series: The Distributor's Playbook to Artificial Intelligence
This 4-part series will take you from AI-unsure to AI-adopter through a riveting compilation of live webinars, thought-provoking articles and actionable whitepapers! You will gain the intel you need to formulate new strategies and ensure that your company thrives through this era of technology transformation. Register for this month's upcoming webinar "Understanding AI and How it Works" and learn the basics of Artificial Intelligence and how to understand business conversations about it.
LinkedIn Twitter Facebook Email
Join CEO Discussion on the Future of the Distribution Salesforce
Join NAW for an industry-wide virtual event for distribution CEOs on Tuesday, Nov. 9 from 2-3:30 p.m. Tailored specifically to CEOs of distribution companies with annual sales up to $80 million, the discussion will focus on the future of the distribution industry salesforce during a period of rapid post-pandemic change. NAW Institute Fellow Brent Grover will lead the discussion -- you don't want to miss out! Register today!
LinkedIn Twitter Facebook Email
Join NAW | Publications | Events | Legislative Issue Briefs
Business Services | NAW Career Center | Blog
Sharing NAW SmartBrief with your network keeps the quality of content high and these newsletters free.
Help Spread the Word
Or copy and share your personalized link:
We struggle to climb, or we struggle to fall. The thing is to discover which way we're going.
Daphne du Maurier,
LinkedIn Twitter Facebook Email
SmartBrief publishes more than 200 free industry newsletters - Browse our portfolio
Sign Up  |    Update Profile  |    Advertise with SmartBrief
Unsubscribe  |    Privacy policy
SmartBrief, Inc.®, 555 11th ST NW, Suite 600, Washington, DC 20004