| August 13, 2008 | News for the wholesale distribution industry |
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- AIT sales, profit hit record levels
Applied Industrial Technologies Inc., a Cleveland-based distributor of industrial parts, says its profit for fiscal 2008 surged 11% versus the prior year, from $86 million to a record $95.5 million. Sales for the year rose 3.7%, reaching a record $2.1 billion compared to $2 billion in 2007. The Plain Dealer (Cleveland)
(8/8)
     
- Domestic freight on a slight upswing, data suggest
Recent numbers from both the Freight Transportation Services Index and the American Trucking Associations show a slight increase in freight, though experts caution that the truck freight market still has some rough economic sledding to weather. "It [domestic freight] will continue to grow, but it will be very sluggish, in the 1% to 2% range, until at least the end of the year and probably through 2009 as well," said Chris Brady, president of Commercial Motor Vehicle Consulting. Fleet Owner
(8/8)
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| | Supply Chain Innovations: Executive Kit
Distribution industry expert, Dr. Adam Fein shares the four main topics of his acclaimed book Facing the Forces of Change®: Lead the Way in the Supply Chain in this compilation of articles. Click here to download IBM's executive kit for strategic insight and innovations for your supply chain. | |
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- From spoke to hub: Redefine marketing's role in your organization
Marketing consultant and coach Michael Fischler outlines the components necessary to make marketing a "hub" of one's business enterprise. His snapshot of an effective marketing program is one that "gathers and shares knowledge in the form of tools their company can use to increase profitability." MarketingProfs (free registration)
(8/5)
- Advice: Don't put off until tomorrow ...
Don't let procrastination waylay your professional success, says business expert Rick Johnson, who outlines several tactics -- including implementing self-imposed deadlines -- that can help entrepreneurs to avoid foot-dragging. CEO Strategist
(7/31)
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| | The Five Keys to World-Class Distribution
In a changing marketplace and a tightening economy, distributors must be willing to make changes to their procedures, concepts and customer service in order to stay paced with the competition. Click here for a free white paper and learn what it takes to achieve success in the modern era of distribution. | |
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- Make sales meetings more effective
This article presents five questions that should be asked (and answered) before every meeting so as to enhance the effectiveness of the confab. The questions include, "What is the desired outcome of the meeting?" "Is the agenda prepared?" and "Who needs to be there?" SalesForceXP
(7/2008)
| Small Business Manager | | |
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- Solutions to keep businesses growing
David Guernsey wanted to make his business more successful by expanding his Guernsey Office Products, a retail office-furniture business in Chantilly, Va., then with only three stores and $5 million in annual revenues. Guernsey focused his attention on store inventory in one massive location and transitioned his product online to achieve growth. Forbes
(8/8)
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| The Buzz(CORPORATE ANNOUNCEMENTS)
Distributor Sales Training events coming to a city near you! Dave Kahle is gearing up for the 2008 Top Gun Survival School for Distributor Salespeople. Low cost ~ powerful training ~ immediate improvement for your salespeople. Don't ignore another great training opportunity by thinking your salespeople will improve on their own. It's time to take action! Click here to learn more, or call 1-800-331-1287.
Interested in learning more about advertising in NAW SmartBrief? Contact Henry Murphey at (202) 737-5500 ext. 245 or hmurphey@smartbrief.com
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| Executive Life | | |
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- Study: Many new cars include satellite radio, GPS
More than half of the new cars rolling off production lines feature on-board satellite radio, and about one-fourth of those vehicles come equipped with a GPS navigational device, according to a new study from J.D. Power & Associates. "New-vehicle buyers are looking for the latest technologies in audio systems, and the presence of features such as satellite radio and navigation systems will only increase as manufacturers try to meet consumer demand," said Allison LaDuc, J.D. Power's senior research manager for automotive products. Dealerscope
(8/7)
| NAW Insider | | |
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Register for NAW's Large Company CEO/COO Networking Roundtable
NAW's Large Company CEO/COO Networking Roundtable, Chicago, Sept. 24 to 25, brings together CEOs/COOs from distribution companies with sales of $100 million and above. Topics are based on CEO/COO responses and address specific needs of the group, including an Economic Overview; In a Difficult Economy: How Are You Adjusting Your Company to Fit the New Realities; Optimizing Profitability and more. Register now!
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Enrollment in NAW Health Insurance Program is simple
Through a convenient and paperless telephone application process, member companies and their employees can easily apply for group coverage in the NAW Health Insurance Program. What are the advantages of enrolling in the Trust? Learn more about this unique group health insurance enrollment process.
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Don't make wrong decisions about profitability
Al Bates, founder and president of Profit Planning Group, has spent 30 years analyzing distributor financial statements. His findings in Profit Myths in Wholesale Distribution boil down to this conclusion: Much, and possibly even most, of what managers in distribution companies know about improving profitability is wrong. Good economic times mask this fact, while challenging times make this fact absolutely dangerous!
| Weekly Poll | | |
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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 |
| SmartQuote | | |
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 | Enthusiasm is a vital element toward the individual success of every man or woman."
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| | Recent NAW SmartBrief Issues:
- Monday, August 11, 2008
- Friday, August 08, 2008
- Thursday, August 07, 2008
- Wednesday, August 06, 2008
- Monday, August 04, 2008
| | | Lead Editor: Ashley McMaster
Contributing Editor: Nancy Melville | Robert Jones
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