News and Trends

• Distributors can use key financial metrics during recession
  Almost 70% of distributors expect the recession to last at least six months longer, according to a December survey from Industrial Distribution. In a webcast hosted by Modern Distribution Management, Brent Grover supplied a 15-point checklist of financial metrics distributors can use to spot trouble within their operations. Industrial Distribution online (1/14), Modern Distribution Management (1/14)

• Read more: Purchase Brent Grover's book Official Guide to Wholesaler-Distributor Financial Success. 

• Survey: Average Q4 revenues fell 3.9% for industrial distributors
  Average revenues for industrial distributors dropped 3.9% for the fourth quarter of 2008, according to the Baird Industrial Distribution Survey. More than half of the respondents reported closing for at least a portion of the holidays, which had a negative impact on December-January results. Modern Distribution Management (1/14), Supply House Times Online (1/14)

• Report: Both U.S. import and export prices dipped in December
  U.S. export and import prices dropped in December for the fifth month in a row, according to the U.S. Department of Labor. For December, import prices fell 4.2% while export prices dipped 2.3%. Petroleum import prices plummeted 47% last year, per the Bureau of Labor Statistics. Purchasing.com (1/14), Reuters (1/14)

• Synnex: Business model, products secrets to success
  Synnex's business model combined with its line of unique IT product and service offerings are the reason it has stayed strong in spite of the global downturn, said CFO Tom Alsborg. The IT distributor posted $2.1 billion in revenue in its fiscal fourth quarter, a 6.4% jump from last year. eChannelLine USA Daily News (1/14)

• Technological innovations that could transform the world in next decade
  From building-integrated photovoltaics that will allow for solar-powered buildings to personal genome sequencing, five new technologies stand to transform our lives over the next decade. Forbes (1/7)

• Other News

• Increase shipping predictability and cut costs with LTL
  Modern Distribution Management (1/10)

• Avnet to close a Texas plant, lay off 370
  Industrial Distribution online (1/14)

Discover how one products company uses Microsoft Dynamics AX® to keep inventory under control while optimizing its warehouses and delivering on its promises to manufacturing clients. By upgrading to Microsoft Dynamics 4.0 they were able to create strategic business initiatives, including the development of an e-commerce strategy. Read the case study>>

Best Practices

• Consider key factors in determining if CEO can handle tough times
  Just as the current economy is challenging companies in ways that they may not ever have been challenged before, CEOs who may have excelled in better times may not be prepared to lead under the new rules. In making decisions about leadership and succession, boards should keep in mind a few factors, including a strong operational background, financial acumen and micro-leadership skills. Bloomberg Businessweek (1/9)

• Placing value on ideas
  In the current marketplace, many expect to pay nothing for ideas that will propel marketing and advertising. The industry meanwhile continues to struggle to put a value on ideas so that credit goes where it's properly due. MarketingProfs (free registration) (1/13)

Sales

• Annual planning retreat a must for salespeople
  The best salespeople will take the time to go on an annual planning retreat, which will include reviewing the previous year, creating personal and job goals, and analyzing customers' potential. DaveKahle.com (1/13)

Hot Topics

Top five news stories selected by NAW SmartBrief readers in the past week.

• Don't show willingness to discount if you want to prevent haggling (DaveKahle.com)

• Use the right words to persuade different personality types (Manage Smarter)

• Stock Building Supply has laid off 9,000 since 2006 (Industrial Distribution online)

• 9 things to keep in mind as you travel in 2009 (CNN)

• U.S. Customs seized $273M in counterfeit, pirated goods in 2008 (Modern Distribution Management)

• Results based on number of times each story was clicked by readers.

Small Business Manager

• Times call for big relief for small business
  Neither the Bush White House, Congress nor the incoming administration has seriously considered tapping the expertise of the Small Business Administration to stop the nation's "hemorrhaging of jobs," Dan Gerstein writes on Forbes.com. President-elect Barack Obama's stimulus plan is too small in scope and imagination, Gerstein argues, adding: "If there were ever a time [to] go big on small business relief, this is it." Forbes (1/14)

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Executive Life

• Auto dealers boost cash-back deals as economy slumps
  As car dealerships struggle with an unprecedented slump in sales, some are offering unprecedented cash-back deals of as much as 30% off of the retail price. Qualified buyers of Chevrolet's Tahoe and Suburban models can get as much as $8,000 in rebates, for instance, and $6,000 in cash back is being offered for the 2009 Mercedes CLK. Forbes (1/9)

• DOT proposal would allow passengers to sue airlines over flight delays
  The Department of Transportation has proposed rules that would allow passengers to sue airlines if flight delays become too long. If the rules are adopted, airlines will be required to develop contingency plans for flight delays, which would become part of the carriers' contracts of carriage. The DOT would also require airlines' Web sites to include information on flight delays. The Wall Street Journal (tiered subscription model) (1/12)

NAW Insider

• Billion Dollar Company Roundtables -- peer groups like none other
  NAW's Billion Dollar Company Roundtables provide a unique networking experience. Join your peers to speak in a noncompeting atmosphere about the issues and topics that affect your business today. Join the groups and learn more about the upcoming events here.

Weekly Poll

• What sort of deal would you prefer if you were buying a new car?
  After voting once, check out the real-time poll results on NAW's All Access page as often as you'd like.

	Cash back
	0% interest
	Deals don't influence my car purchases.

GM Building Products Distribution Snavely Forest Products, Inc. Houston, TX Senior Purchasing Manager PoolCorp Covington, LA National Sales Manager, Distribution Roll, LLC Flexible

SmartQuote

I am thankful for laughter, except when milk comes out my nose." --Woody Allen, American filmmaker