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October 17, 2007 News for the wholesale distribution industry     News and Trends  Benco Dental to expand distribution center Benco Dental is set to expand its distribution operations in the Midwest by increasing the size of its distribution center in Fort Wayne, Ind. The dental supplies and equipment supplier will spend more than $760,000 to build and equip a 24,000-square-foot expansion. Greater Fort Wayne (Ind.) Business Weekly (10/11) Airgas announces plans for liquid CO2 plant in Texas Airgas has reported that it will construct a new liquid carbon dioxide facility in the Houston metropolitan area. Shell Oil Co. will supply the specialty gases distributor with raw carbon dioxide for the new plant under the terms of a 15-year deal. American City Business Journals/Houston (10/11)   Best Practices  Local recognition motivates workers in global firms Large firms with operations spread around the globe should consider turning to employee reward programs that focus on company-wide goals, but that allow recognitions to be customized to suit local interests as a way to reward exceptional work in the ways most meaningful to employees, this Workforce Management article says. Workforce Management Online (9/2007) Training makes employees less tolerant of harassment Statistics indicate that employees of companies that conduct sexual harassment prevention training are less likely to tolerate sexual harassment than they were before the training. Michael Moskowitz, owner and founder of Training Q and A Consulting, in this article says his research shows people are more likely to confront their harasser or discuss the incident with human resources after having had training. Manage Smarter (10/15)   Sales  Good marketing means caring about the customer Internet marketing too often is full of hype and insincerity, this columnist says, adding that sellers in this genre may want to take a page from the relationship marketing handbook, which emphasizes developing customers by being authentic and caring. American City Business Journals (10/8)   Distribution Trends Blog  Finding Chinese suppliers Over the next few weeks, Pembroke Consulting President and NAW Institute for Distribution Excellence Fellow Adam J. Fein Ph.D. will discuss the most common questions he's asked while on the road, speaking and promoting Facing the Forces of Change: Lead the Way in the Supply Chain. This week he tackles global sourcing for private-label products, a controversial topic about which many wholesaler-distributors have strong opinions. Distribution Trends (10/15)   Small Business Manager  Small businesses may find new tech products helpful Inc.com looks at new features in QuickBooks, CreditCardClients.com, a credit card filtering site, and a low-cost server from Plustek, all of which were produced with small and midsize businesses in mind. Inc.com (10/10)   Executive Life  Connectivity: Keeping devices current CE devices that feature connectivity tools are less likely to go obsolete, according to Electronic House magazine. CE devices that automatically install firmware upgrades will offer consumers a better experience, as will adding extra features and giving people the chance to buy additional add-ons. Electronic House magazine (10/2007) Almost time to fly the Wi-Fi skies American Airlines expects to start testing in-flight Wi-Fi this December, with Virgin America soon to follow. Other airlines are watching or planning their own tests, and recent surveys show that as much as 70% of passengers want access to wireless Internet when they fly. ABC News/Christian Science Monitor (10/14)   NAW Insider  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. NAW Executive Summit: "What the Very Best Distributors Do" NAW's Executive Summit, Jan. 29 to 31, 2008, in Washington, D.C., will be the most interactive meeting we've ever convened, with lots of leading distribution company executives on stage to specifically tell you what they're doing to nurture a Leadership Culture, create Operational Efficiency, and sharpen Customer Focus. Read more about the program, and register at the early bird discount rate! 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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