Most Clicked NAW SmartBrief Stories
1. How Amazon Supply compares, contrasts with W-Ds
NAW SmartBrief | May 23, 2012
Amazon Supply is a clear attempt to win the growing online market for industrial supplies, but there are differences between the Amazon offering and traditional wholesaler-distributors, according to this analysis. Amazon's price points and Web focus are advantages, but it could struggle with customers that lack time to compare prices and value customer support and expertise. "For many years, there's been lower-priced online competitors -- we're used to competing with them. It's hard for me to imagine that in the short term Amazon will have a significant impact," said Tom Cox of MSC Industrial Direct. Financial Times (tiered subscription model) (05/20) Supply & Demand Chain Executive online (05/18)
2. Why W-Ds should re-examine payroll
NAW SmartBrief | May 25, 2012
Wholesaler-distributors have improved productivity and technology, but "[i]n almost every line of trade there’s been no improvement in payroll as a percent of sales," says Al Bates of the Profit Planning Group. The issue could become a focal point for the industry, he says. Modern Distribution Management (05/16)
3. Why providing recognition is key for sales managers
NAW SmartBrief | May 24, 2012
Sales managers need to provide recognition when their sales representatives work hard, even if the results aren't tangible, writes Sean McPheat of MTD Sales Training. "Don't let the only time sales people get a compliment from you be when they close a sale," he writes. Also important: listening to salespeople's ideas, he writes. MTDSalesTraining.com (05/21)
4. 5 ways to get sales and marketing to work together
NAW SmartBrief | May 29, 2012
It's essential for companies to get their sales and marketing departments to work together, writes Koka Sexton. Company leaders can bridge the divide by encouraging the departments to communicate and to identify shared goals. "Once both sides agree on the goals, they are now on the same page and know what is expected," Sexton writes. InsideView Blog, The (05/22)
5. Why agility matters more than ever
NAW SmartBrief | May 25, 2012
A number of factors have made predicting and dealing with supply chain risks even more challenging in recent years, but some companies are finding ways to cope, Mike Doheny, Venu Nagali and Florian Weig writes. Companies that get more agile are able not only to deal with risks but also to seize new upside opportunities, they write. McKinsey Quarterly (free registration), The (05/2012)
6. Why you should master the art of workplace politics
NAW SmartBrief | May 24, 2012
The strongest leaders are the ones who aren't afraid to use politics to their advantage in the workplace, Dave Logan writes. Showing your softer side comes with the risk of being marginalized or losing effectiveness -- cutthroat leaders have what it takes to thrive even in the worst of times. The good news is that both types of leaders have something to learn from one another, Logan writes. CBS MoneyWatch (05/21)
7. There's more than one way to be an amazing leader
NAW SmartBrief | May 25, 2012
Typical leadership development techniques assume there is one set of best practices that everyone should follow, Marcus Buckingham writes. This approach "tries to collect all the various approaches to leadership, shaves off the weird outliers, and packages the rest into a formula," he writes. But the truth is that not everyone can or should lead in the same fashion. Harvard Business Review (06/2012)
8. 3 keys to holding an effective meeting
NAW SmartBrief | May 23, 2012
Companies reap lasting rewards if they hold effective meetings, and they suffer corresponding performance penalties if they hold ineffective meetings, researchers say. To ensure your company's meetings stay on track, it's important to communicate in a focused way, to stick to a fixed agenda and to ensure that workers are proactive about turning talk into performance. Strategy+Business online (free registration) (05/18)
9. The assumptions that could be costing you
NAW SmartBrief | May 23, 2012
There's a fine line between confidence and arrogance in a sales representative. A little success can cause salespeople to assume too much about their customers, and they don't find out differently until it's too late. Having insight into real -- not perceived -- customer needs and attitudes opens the door to important improvements. Is your sales team relying on some dangerous assumptions? Sales & Marketing Management (05/20)
10. 3 ways to avoid leadership mistakes
NAW SmartBrief | May 24, 2012
For leaders, making mistakes such as failing to communicate consistently or failing to define clear goals can have significant consequences, Chris Edmonds writes. A leader can avoid these pitfalls by fostering healthy relationships and by making sure everyone understands the organization's strategy. "Above all, leaders must hold themselves and others accountable for performance and values," he writes. Driving Results Through Culture blog (05/21)
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