Most Clicked NAW SmartBrief Stories
1. Grainger sees 10% sales growth amid slowing economy
NAW SmartBrief | Jul 18, 2008
Second-quarter profit for Chicago-based W.W. Grainger rose 8% from the year-ago period from $105 million to $113 million, buoyed by a 10% growth in sales in that span. "We are making market share gains in a slowing economy," President-CEO James T. Ryan said. Daily Herald (Chicago) (07/16) Modern Distribution Management (07/15)
2. Integrated supply growing rapidly, study finds
NAW SmartBrief | Jul 24, 2008
A new survey finds that 80% of distributors provide some kind of integrated supply services versus roughly 40% who reported doing so in another poll a year ago. The 2008 study says advances in information technology combined with cost-cutting pressures have led to the rapid growth of "hybrid" supply models. Industrial Distribution (07/22)
3. BlueLinx defies outlook as shares increase 33%
NAW SmartBrief | Jul 21, 2008
Shares in the building products distributor rose as much as 33%, as BlueLinx Holdings, buoyed by an increase in product prices, forecast Q2 results that outstrip analyst expectations. Reuters (07/16)
4. Give top 20% of your territory 50% of your time
NAW SmartBrief | Jul 18, 2008
Salespeople who each day ask themselves the following questions -- "Where should I go? Who should I see? What should do?" -- are the ones who will rise to the top of their profession. Sales guru Dave Kahle recommends reps spending half their time with the top 20% of their sales territory. DaveKahle.com (07/08)
5. Industrial distributors see rising costs, falling demand
NAW SmartBrief | Jul 23, 2008
The rising cost of raw materials is putting the pinch on industrial distributors at a time when demand is flat or declining. In a survey of 30-plus industrial distributors published July 18 by Longbow Research, 39% of respondents said fewer orders came in from June through July, while an additional 39% said demand was unchanged for the period. Almost 50% of all survey respondents said prices has gone up more than 10%, and none of the respondents reported decreases in pricing, the report found. IndustryWeek (07/18)
6. Five key components essential in sales meeting's first five minutes
NAW SmartBrief | Jul 24, 2008
The first five minutes of a sales meeting represent a make-or-break opportunity, and five essential components must be considered for success: Establishing a personal link with the client, setting an agenda for the meeting, making a positioning statement to establish credibility, setting the stage with anecdotes and springing the big question. Selling Power (free registration) (07/16)
7. Kinks in steel supply, demand affect strategy, pricing
NAW SmartBrief | Jul 18, 2008
Steel supplies are tight in the U.S., and prices have risen for the past eight months, more than doubling in the last half dozen, according to statistics for June released by the Institute for Supply Management. A sluggish economy and weak new-homes construction segment have lessened the demand for steel in the U.S., this article says. Modern Distribution Management (07/10)
8. People skills essential for business leaders
NAW SmartBrief | Jul 21, 2008
Business leaders need strong people skills to resolve disputes and boost morale, yet companies often elevate employees to management who lack these skills and who would benefit from formal training in this area, an expert says. Manage Smarter (07/14)
9. Tips for letting employees go gracefully
NAW SmartBrief | Jul 23, 2008
There's an art to letting employees go from startups gracefully, and a key is to focus on the future. One way to start is to let the worker know that you understand how difficult it is to be in a startup company and let them know the door is always open for them to come back. American City Business Journals (07/21)
10. Ingram says it can no longer absorb rising fuel costs
NAW SmartBrief | Jul 18, 2008
Rising fuel prices have prompted Ingram's decision to levy a freight charge on all customer orders. "Rapidly rising costs, especially energy costs, require that we address the matter of shipping costs related to our products," said Jay Forbes, president of Ingram Micro EMEA. "We understand this decision will be challenging for our customers, and will work with them to make the transition as smooth as possible," he added. CRN (07/15)
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