News and Trends

• United Stationers enlists technology to boost customer relations
  In an effort to cut costs and improve customer service, United Stationers Inc. has worked with an outside party to establish a network of regional and local courier services to help handle small or difficult-to-deliver orders, as a way to complement deliveries currently being handled by UPS or FedEx. Also, the company is working with software firms to create an online product catalog that can be "plugged" into a distributor's customer site. Modern Distribution Management (8/5)

• Cardinal Health considers spinoff of medical-supply unit
  Cardinal Health is considering whether to spin off its clinical- and medical-product units into a publicly traded firm after reporting a 64% decline in net income for the fourth quarter. The company, which primarily distributes drugs and medical equipment, is set to announce its decision on the proposed split in two to three months. Noting issues within drug distribution, Pembroke Consulting President and NAW Institute for Distribution Excellence Fellow Adam J. Fein, Ph.D., said, "There are certainly some things that are out of Cardinal's control, such as the consolidation of retail customers; however, there are some specific issues that Cardinal has had to deal with ... that are very Cardinal-specific." American City Business Journals/Columbus, Ohio (8/8) , The Wall Street Journal (8/8) , The Wall Street Journal/Dow Jones Newswires (8/7)

• Ingram Micro participates in Green ID labeling
  Ingram Micro has launched a program that includes green information with all of its electronics. The EPEAT rating systems gives computers a rating of gold, silver or bronze depending on factors such as Energy Star efficiency and recycling programs for outdated computers. Ingram Micro marks the first company to make EPEAT data, developed by the nonprofit Green Electronics Council, available with its products. TWICE (8/5)

• Other News

• EWL Electric buys Irish rival
  Independent.ie (Ireland) (8/6)

• Baker & Taylor chooses finance veteran to serve as CFO, EVP
  Home Media Magazine (8/5)

Best Practices

• Tips to help CEOs sharpen focus for company
  Many CEOs need to develop a sharper outlook for their company's future. Tips for helping CEOs improve their vision for the company include giving thought to a strategic develop plan; homing in on basic competencies; and targeting opportunities instead of reacting when a problem arises. Manage Smarter (8/6)

• Don't commit the sin of assuming client's mind-set
  Many marketers commit the sin of assumption -- assuming everything from what to say to how to say it. That includes assuming that visitors to their Web site know why they are there and what they're looking for. Tips for avoiding making such assumptions include telling customers why they should care about your product or service right away and removing any barriers. MarketingProfs (free registration) (8/5)

Sales

• Investment in sales training pays off
  Not every sales team member is going to take away valuable lessons from training, but the best reps will. "The improvement that the engaged part of the team makes will not only pay for the training, it will continue to pay dividends weeks and months after the training," sales consultant Mike Brooks says. SalesForceXP (8/2008)

Hot Topics

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

• Sales management process can be key to success (CEO Strategist)

• Hold staff accountable -- assess their performance (CEO Strategist)

• HD Supply unit benefits from on-demand data integration (SearchCIO)

• Anixter buys two fastener distributors (CNNMoney.com)

• Three unconventional ideas for motivating customer-service staff (MarketingProfs)

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

Small Business Manager

• Consider this when eyeing remote-access equipment
  With most small-business owners working from home as well as on-site, affordable and effective remote-access technology is essential. Business owners should consider what information they need to access from remote locations as well as the locations from which they will need access in making their equipment choices. ITWorld.com/Smart Tech for Small Biz blog (8/5)

Executive Life

• ZeeVee unveils ZvBox for streaming PC content to HDTVs
  ZeeVee is now shipping its ZvBox, which allows users to stream media content from a PC to multiple HDTVs. The ZvBox "localcasts" the content on a channel called Zv to all the HDTVs in the home, with no subscription required. The ZvBox, at a suggested retail price of $499, is sold at Amazon, Best Buy, J&R and other electronics stores. CEPro.com (8/5)

• Ice cold food is the hot new trend
  A mousse made famous at the Fat Duck near London is frozen at 320 degrees below zero in liquid nitrogen, giving tasters the ultimate sense of cool refreshment. The cold trend, while often in milder forms, is making its way into more kitchens since chilled foods keep longer and have a more solid consistency. The New York Times (8/5)

NAW Insider

• Payment paradigm has shifted
  From NAW and Solveras Inc. comes the first all-in-one invoicing, check imaging, ACH and credit card processing solution with your business in mind. Web-based, bank neutral with faster funding -- Paradigm^SM delivers major savings to your bottom line. Get more information.

• Register for NAW's Billion Dollar Company CEO Roundtable
  NAW's Billion Dollar Company CEO Roundtable, Chicago, Oct. 14 to 15, joins CEOs from distribution companies with sales of $1 billion and above to network/benchmark. Topics are based on responses from the CEO community, addressing specific needs of the group, including Associate Engagement -- Customer Loyalty; Action Plan for Sustainability and Environmental Responsibility; and Financial Markets -- The Impact on Our Industry. Register now!

Weekly Poll

• What kind of training does your company offer its sales team?
  After voting once, check out the real-time poll results on NAW's All Access page as often as you'd like.

	Seminars, guest speakers and conferences
	In-house company coaches
	Peer system -- Newer reps work with seasoned reps
	A combination of these
	We do not offer sales training

Independent Sales Agent Reid Supply Company Open Quality/Operations/Procurement Supervisor Bearing Service, Inc. Corporate office, Livonia, MI

SmartQuote

A day without sunshine is like, you know, night." --Steve Martin, American actor