NAW Association News
Prevent motor vehicle collisions
NAW SmartBrief | Nov 06, 2009
A significant expense for almost any wholesaler-distributor is the cost of commercial automobile insurance. The Hartford has suggestions you can use to protect your business and avoid costly motor vehicle accidents.
Don't make wrong decisions about profitability
NAW SmartBrief | Nov 06, 2009
Al Bates, founder and president of Profit Planning Group, has spent 30 years analyzing distributor financial statements. His findings in Profit Myths in Wholesale Distribution boil down to this conclusion: Much, and possibly even most, of what managers in distribution companies know about improving profitability is wrong. Good economic times mask this fact, while challenging times make this fact absolutely dangerous!
Register today for the 2010 NAW Executive Summit
NAW SmartBrief | Nov 05, 2009
The 2010 NAW Executive Summit will focus on several fundamental questions: Where is the economy headed? Where are business and wholesaler-distributors in particular headed? Where is our country headed under the Obama administration as the United States continues to battle through the worst recession since the Great Depression? You'll hear and participate in expert presentations, distributor case studies and peer-to-peer discussion roundtables.
New must-read: Value Creation Strategies for Wholesaler-Distributors
NAW SmartBrief | Nov 05, 2009
Value Creation Strategies for Wholesaler-Distributors, by Steve Deist, Mike Marks and Mike Emerson, provides actionable insights about how wholesaler-distributors can use a market-driven strategy to increase enterprise value for customers and shareholders and to produce significant and rapid financial benefits. A market-driven approach is the key to creating true competitive advantage, permanently improving organizational performance and making real productivity gains.
New book: Maintain more profitable supplier working relationships
NAW SmartBrief | Nov 04, 2009
"Build, Fix, or Terminate" is about distributor and manufacturer working relationships and how, if properly managed, they can lead to profit and business success. It recommends how to build and sustain successes; fix emerging conflicts; and, if necessary, terminate unfortunate working relationships that just won't function -- if they ever worked properly in the past. It's a must-read for distributors and manufacturers.
SIRIUS® XM® Satellite Radio
NAW SmartBrief | Nov 04, 2009
With over 130 channels, SIRIUS® XM® -- available in select U.S. Hertz locations -- brings you more of what you love. Get the most commercial-free music, plus all your favorite sports, talk and entertainment. To enroll in the NAW/Hertz Business Account Program, visit NAW's Web site. SIRIUS XM is a registered trademark of SIRIUS XM Radio Inc. and its subsidiaries.
NAW Roundtables: Exclusive opportunities to network
NAW SmartBrief | Nov 02, 2009
NAW's Billion Dollar Company CIO and HR Roundtables are unique and valuable business meetings that allow senior distribution executives to benchmark and meet with executives from other noncompeting billion dollar firms. Relationships and trust built during these events are conduits to learning from noncompeting peers and unique to this forum. See members of the group and join now.
Order Brent Grover's new book "Strategic Pricing for Distributors"
NAW SmartBrief | Nov 02, 2009
For many distributors, gaining control over pricing is their last "unplowed field." Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins is a combination of business novel and guidebook with real-world lessons for distribution managers. It takes you through a plan using market-driven pricing guidelines and tools for reaching and sustaining strategic pricing improvement -- and ultimately, increased profitability.
Drive your sales beyond and outperform your competition
NAW SmartBrief | Nov 02, 2009
Brand new Driving Distributor Sales Beyond: Best Practices for Outselling Your Competitors provides a road map and best practices for how to take more from your market than it's prepared to give you by outstrategizing, outmanaging and outselling your competitors. Based on industry research and in-depth interviews with high-performing distributors, this book shows what separates those distributors that consistently outperform their competitors.
The Distributor Specialist: Customer Champion, Profit Generator
NAW SmartBrief | Oct 30, 2009
Specialists are used by a supermajority of top-performing distributors. As defined, the specialist supports the "front-line" sales team and other departments by playing a specific -- usually product- or technology-related -- role in the sales process. The specialist furnishes technical support, sales backup, marketing direction and product management. Learn how to use the specialist to be more profitable in today's down economy.
Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line
NAW SmartBrief | Oct 29, 2009
Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line -- the best practices in this book were developed from actual experiences of real distribution firms. This is not academic modeling or theory. This book includes a five-step methodology with how-to-implement ideas and tools; more than 120 exhibits; and a separate distributor-profitability-framework map showing how distributors identify and implement process improvements and the impact those improvements have on shareholder value.
New benefit from FedEx for NAW members
NAW SmartBrief | Oct 29, 2009
NAW is proud to announce a new member benefit. NAW members can save up to 29% on select FedEx® shipping services. Enroll now -- enter passcode [WDJFRJ].
New release: The Best Distribution Sales Book Ever!
NAW SmartBrief | Oct 28, 2009
Every salesperson should read The Best Distribution Sales Book Ever! Become the catalyst to make sales happen for your distribution firm. This book covers the distributor sales job from soup to nuts -- from prospecting to closing -- and every step in between. Learn how to find new opportunities and then drive them to either a sale or a "no." Order today!
Sales executives: Give a copy to every front-line salesperson
NAW SmartBrief | Oct 26, 2009
Distributor salespeople need a consistent sales model that provides them with the structure to effectively use their talents and skills for increased profitability -- especially today. Objective-Based Selling in Wholesale Distribution provides exactly that sales model. It is specifically geared to distributor salespeople in all lines of trade. It will teach your salespeople how to sell more at higher gross margins.
Become Lean and Become More Profitable and More Effective
NAW SmartBrief | Oct 26, 2009
Becoming lean in distribution is more important than ever in today's challenging economic market. Applying lean concepts makes sense because becoming lean means becoming a more effective distributor. And becoming lean will lead to higher profitability. Lean Operations in Wholesale Distribution focuses on the lucrative operations area and discusses steps distributors must take to design and manage a lean culture.
Order NAW Institute's new book: Sharpening Your Competitive Edge
NAW SmartBrief | Oct 23, 2009
Sharpening Your Competitive Edge shows you how to build a stronger, strategic selling organization and lead your sales team to more proactive selling efforts that can increase your competitive advantage, sales and profitability. You'll answer the seven strategic questions that lead to sales success, and you'll learn to identify and fix potential gaps in your team's selling skills and processes.
2 outstanding economic forecasting tools at significant savings
NAW SmartBrief | Oct 21, 2009
NAW is offering two new economic forecasting products: EcoTrends® is a monthly subscription report that charts the economy and provides management recommendations for coping with prevailing conditions. Trendcast™ is a customized management report based on a company's actual sales data that links that data to various economic indicators, yielding recommendations on the company's likely sales path during the coming 12 to 18 months.
NeverLost® Online Trip Planning™
NAW SmartBrief | Oct 19, 2009
Organize your travel plans before you leave the comfort of your home. Create personalized trips and custom address books, and select your favorite destinations from a presorted list. Save them to any USB flash drive and plug your USB flash drive into the USB port on your NeverLost®. To enroll in the NAW/Hertz Business Account Program, visit NAW's Web site.
NAW Roundtables: Peer groups like no others
NAW SmartBrief | Oct 12, 2009
NAW's Billion Dollar Company CIO and HR Roundtables are unique and valuable business meetings that allow senior distribution executives to benchmark and meet with executives from other noncompeting billion dollar firms. Relationships and trust built during these events are conduits to learning from noncompeting peers and unique to this forum. See members of the group and join now.
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