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News for the wholesale distribution industry | June 7, 2007
 
 
  Best Practices 
  • Educate, engage customers to increase brand recognition
    Take time to educate your customers on the uses and benefits of your products, and they will be more likely to stick to your brand and provide positive word-of-mouth. Focus on the basics, and offer insight in small doses to be the most effective. MarketingProfs (free registration) (5/29) Email this Story
  • "Hello" can make all the difference
    Calling your customers just to say hello and keep in touch will let them know that you are interested in building a relationship, not just selling them something. "When you start to think about people instead of selling, the results will show," says sales and customer service trainer Hal Becker. American City Business Journals (6/4) Email this Story
  Management 
  • Multitasking not always the answer
    We get it. You're busy, but your clients and employees will appreciate you more when you give them your undivided attention. You need to be present for your customers in both mind and body, and you should never be so busy that you can't focus on the person you're meeting with. Manage Smarter (6/4) Email this Story
  Customer Relations 
  • If you aren't customer-centric, now is the time
    Customer centricity needs to be firmly part of one's business culture, or it's bound to fall by the wayside. Listen to what your customers are saying, and adjust your products, principles and service based on their feedback rather than assuming you know what a customer wants. Inc.com (6/1) Email this Story
  Training and Presentation 
  • Build participation into sales training
    Maintain sales reps' interest during training programs by encouraging participation. Participation will increase enthusiasm and the overall value of the meeting, which is imperative to a salesperson who likely has many other work-related activities competing for his or her time. CEO Strategist (6/1) Email this Story
  Closing the Deal 
  • Really listen to your customers
    "And how does one start to build respect and trust?," asks veteran customer experience strategist Olga Botero de Duque in a CustomerThink.com column. "By listening. That is, careful, dedicated, concentrated, focused listening. It all starts and ends there." Email this Story
  NAW Insider 
  • Brand-new 5 Fundamentals for the Wholesale Distribution Sales Manager
     
    This book from the NAW Institute for Distribution Excellence offers a practical but powerful approach for taking your sales force to the next level. It includes essential theories, key concepts and real-world stories taken from the front lines of wholesale distribution. Use this book as a foundation to help you become an effective, high-performing sales manager. Order your copies today! Email this Story
  • Order best-selling Facing the Forces of Change report
     
    Facing the Forces of Change®: Lead the Way in the Supply Chain by the NAW Institute for Distribution Excellence is a best seller! This all-new study provides practical insights into key trends impacting the wholesale distribution supply chain and is packed with specific action ideas and planning tools that executives can use today to lead the way in their supply chains. Email this Story
  Weekly Poll 
  • How many nonbusiness trips do you take a year?
    After voting once, check out the real-time poll results on NAW's All Access page as often as you'd like.
More than four.
Somewhere between two and four.
Usually just one.
People go on trips outside of business?

  Editor's Note 
  • Correction
    Due to an editing error, a summary in Wednesday's NAW SmartBrief implied that SunSource, a global distributor of fluid power and motion control products and technical services, based in Addison, Ill., was looking to build a solar power facility. The company featured in the original article, SunSource Inc., based in Utah, is a solar power technology distributor and not affiliated with SunSource. SmartBrief regrets the error. Email this Story
 
 
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