| September 26, 2007 | News for the wholesale distribution industry |
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- Despite sales growth, Wolseley CEO says layoffs possible
The soft U.S. housing market may lead to additional layoffs and branch closings for U.K.-based Wolseley plc despite a 14.6% increase in worldwide sales during this fiscal year vs. fiscal 2006, CEO Chip Hornsby said. "Irrespective of market conditions, we will continue to execute our strategy of value creation through a combination of organic growth and acquisitions," he said of the company, which spent $3.4 billion on acquisitions during fiscal 2007. Industrial Distribution
(9/25)
, Hemscott (U.K.)/Thomson Financial
(9/21)
     
- Sysco looks to cut back supply chain, improve service
Sysco Corp. is looking to improve customer service and cut back on supply costs in order to increase sales, the food distributor's CEO told analysts Friday. The company, in an effort to streamline its supply chain, said it is reducing its shipping points and pulling around 8,000 seldom ordered items from its lineup of offerings. Reuters
(9/21)
 | Join Lawson at booth #200 of the Heating, Air Conditioning & Refrigeration Distributors International (HARDI) annual conference October 6-9 in Orlando, Florida. Lawson is a global provider of software and services specifically tailored to the distribution industry. Visit www.lawson.com/distribution for more information. |
- Editorial: Nothing to lose in preparing for driver shortage
Reaction to the threat of a potential truck driver shortage ranges from those who consider it a genuine threat to those who feel they have little at stake and are sick of hearing about it, according to this editorial. Either way, shippers who continue to try to increase driver productivity have nothing to lose, the author writes. DC Velocity
(9/2007)
- We all make mistakes: Tips for rebounding
Everyone makes mistakes -- sometimes big ones, but people like Martha Stewart and Bill Clinton show that rebounding is possible. Some tips for recovering include getting perspective, forgiving oneself, coming clean and admitting the mistake, facing the people who are mad, jumping back in the saddle, and always treating people the right way. Fast Company
(9/2007)
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| | Warehouse Management: Executive eKit
Need help managing your warehouse? Effective warehouse operations can make or break your business. For innovative ideas on how to streamline the operations of your warehouse, click here to download IBM's Warehouse Management eKit. It features Adam Fein's article on Warehouses Go Wireless, an all new case study and more! | |
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- Sales success involves validating customers' needs
Many sales are lost when the salesperson gives too much regard to marketing hype and considers all customers as being perfect for a product or service. Instead, salespeople "must exhibit patience when dealing with a customer -- not only find out what their needs are but to discover which particular solution being offered best matches that need," sales expert Mark Hunter says. Manage Smarter
(9/20)
| Distribution Trends Blog | | |
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The future is already here
Pembroke Consulting President and NAW Institute for Distribution Excellence Fellow Adam J. Fein, Ph.D. discusses selling to contractors directly and the future of online sales, including searching, customer satisfaction and salesperson contact, in his latest blog posting. Visit Distribution Trends and leave your thoughts or comments. Distribution Trends
(9/25)
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| Small Business Manager | | |
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- Technology changes fast, so start learning
The technology world changes and upgrades so quickly that it may seem overwhelming for small-business owners, but they don't need a full-blown, expensive IT team; instead, SMB owners should do a little research and find the best and most cost-effective system and learn as they go. TheStreet.com/Entrepreneur.com
(9/14)
| Executive Life | | |
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- TSA looks into reservation system for security checks
TSA chief Kip Hawley says his agency is considering a reservation system that would encourage busy travelers to undergo security screening at off-peak times, thus avoiding time spent in line. The preliminary concept would be similar to restaurant reservations. But not everyone is sold: "I don't exactly understand the value of offering somebody the opportunity to arrive off-peak," said Gloria Bender, managing principal of transportation consultants TransSolutions. USA TODAY
(9/24)
- Telemarketers may be rejoining some consumers at dinnertime
Phone numbers added to the U.S. Do Not Call list are valid for up to five years, so many numbers will begin to drop off the list beginning next summer. The Federal Trade Commission, which maintains the national registry that launched in June 2003, says persons interested in remaining on the list can simply re-enroll, although some lawmakers think this may be unduly burdensome for consumers. The Washington Times/Associated Press
(9/22)
| NAW Insider | | |
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Get more from your Virtual Terminal through Solveras
NAW teams with Solveras to provide wholesaler-distributors with the latest processing technology. Virtual Terminal allows processing from any computer with Internet access. It provides businesses lower cost card-not-present transactions. Mail, telephone orders can be processed through secure Web-based application that's easy to use. Get a FREE savings analysis to see the program savings. For information, visit http://www.solveras.com/naw.html or call (800) 613-0148.
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Rethink salesforce comp plans
What's Your Plan? An eye-opening book from the NAW Institute for Distribution Excellence shows why tinkering with salesforce compensation plans in isolation can create more problems than it solves. The best strategy starts with development of overall company goals and leads to what author Mike Marks calls "alignment" of these goals with compensation.
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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!
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Would you work out of a closet to save your small business money?
After voting once, check out the real-time poll results on NAW's All Access page as often as you'd like.
 | I currently work out of a closet or similar space. |
| I would consider it. |
| I do not think so. |
| I do not own a small business. |
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