News and Trends

• Rexel's Q3 sales up
  Rexel Group posted sales of $5.24 billion for the third quarter, a 1.1% increase from last year's third-quarter sales of $5.19 billion. The French electrical distributor's acquisition of Dutch company Hagemeyer was a major contributor to an increase in net income for the first three quarters of the year. However, North American sales were down 1.1% for the third quarter as demand in several core markets slowed. Industrial Distribution (11/12) , Modern Distribution Management (11/12)

• Grainger's October sales tick upward
  Broad-line MRO distributor W.W. Grainger Inc. said its daily sales in October grew 4%, with a boost coming from its acquisition of Highsmith Inc. in July. Highsmith markets library equipment, furniture and supplies. Yahoo!/The Associated Press (11/12) , Industrial Distribution (11/12)

• Graybar's Q3 sales rise 6.2%, but profits drop 26%
  Graybar Electric reported sales of $1.45 billion for the third quarter, a 6.2% increase from the same period last year. However, the St. Louis-based electrical and MRO distributor saw a 26% drop in profit during the quarter because of a market-wide decline in copper-based wire products. "Our low debt levels and strong financial position should allow Graybar to weather an economic slowdown and emerge with greater market share," said Robert Reynolds Jr., chairman, CEO and president of Graybar. Industrial Distribution (11/11) , American City Business Journals/St. Louis (11/11)

• Other News

• Cummins expects about 9% earnings growth for components unit over next few years
  Forbes/The Associated Press (11/12)

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Best Practices

• Surround yourself with those who complement your style
  President-elect Barack Obama's choice of Rahm Emanuel as his chief of staff is a perfect example of how leaders should surround themselves with people who complement rather than mimic them. Emanuel is known for his passionate demeanor and brash personality -- just the opposite of Obama's steady coolness. BusinessWeek/Harvard Business Online (11/11)

• From turkeys to time off: Let staff know you care during downturn
  Managers need to get proactive during tough times in order to boost morale and keep employees motivated. A list of 10 tips for raising employees' spirits includes shortening the work week to four days with extended work hours, giving employees turkeys at Thanksgiving, along with a card acknowledging the tough times, or helping to facilitate a car pool and perhaps giving a gas card to those who stay in the car pool for a certain amount of time. Manage Smarter (11/12)

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Sales

• Keep customers loyal by keeping relationship personal
  To ensure your customers remain loyal, it's important to give them a pleasant and personalized experience. Craft marketing messages that are relevant to individual clients' needs, as opposed to relying on one-size-fits-all blast e-mails. E-Commerce Times (11/6)

Hot Topics

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

• Value of Carlyle Group's HD Supply stake falls (Industrial Distribution)

• News outlets say additional Stock Building Supply branch closures on tap (Industrial Distribution)

• Top salespeople quickly qualify prospects in tough times (Selling Power)

• Building Materials Holding posts Q3 loss (Modern Distribution Management)

• Don't let emotions stand in the way of success (DaveKahle.com)

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

Small Business Manager

• Microsoft updates small-business package
  Microsoft's updated bundle of infrastructure servers gives small businesses the option to use multiple servers, mobile, a business applications platform and integration of small-business infrastructure with online services. Marketed as Windows Essential Server Solutions, the bundle includes popular IT software designed for companies with up to 300 personal computers. Techworld (U.K.) (11/13)

Executive Life

• CE firms help hotel guests stay connected while on the road
  Remember the Dark Ages when it was difficult to stay connected while away on a business trip? These days, companies such as Microsoft, Nintendo and Sony are working with hotel chains to offer the latest high-tech gadgetry in lobbies and guest rooms so travelers can stay in touch with family and colleagues. The New York Times (11/10)

• Coconut water: "The healthiest beverage you can drink"?
  Coconut water, the liquid inside coconuts, has a sweet, nutty taste, is low in fat and sugar, and is loaded with health-promoting nutrition. It can be found at most health-food stores and an increasing number of grocery stores as its popularity grows. American Chronicle (11/11)

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.

• Train inside sales reps how to generate profitable sales
  In today's economic climate, inside sales personnel are responsible for generating sales and making sure those sales are profitable. Essentials of Profitable Inside Sales in Distribution provides a real-world, in-depth understanding of the expanded role of inside sales. Use this training workbook to show your inside sales staff exactly how they contribute to the health and well-being of your company.

Weekly Poll

• Does your business have any mergers or acquisitions planned in 2009?
  To find out how your peers are responding, check out the NAW Year-end Report, which will be published on Dec. 11.

	Yes -- we already have at least one planned.
	We don't have any plans yet, but there is still time.
	No -- we don't foresee any 2009 mergers or acquisitions.

Supply Chain Solutions Systems Analyst PetSmart, Inc. Phoenix, AZ Vice President of Distribution Uline Waukegan, IL

SmartQuote

A lot of people notice when you succeed, but they don't see what it takes to get there." --Dawn Staley, WNBA basketball player