News and Trends

• Analyst: McKesson has edge with health care IT portfolio
  Recent acquisitions have helped prescription drug distributor McKesson Corp. top its rivals in the health care IT realm, according to a Goldman Sachs analyst. "...[T]he company has one of the most comprehensive portfolios across market participants who range from hospitals, physicians, payors and pharmacies to functions including business management, clinical and automation," he said in a client memo. CNNMoney.com/Associated Press (9/26)

• Arrow unit, CommVault team up on software bundle
  Arrow Electronics' Enterprise Computing Solutions unit and CommVault, a data management software publisher are offering archive software bundles to mid-size businesses, CommVault has announced. The bundles will include a tiered archive feature, compliance/e-discovery index and CommVault's Common Technology engine. techrockies (9/26)

WHITE PAPER: Enabling Efficient Chargeback Management. Find out how a single, integrated enterprise solution can efficiently and effectively manage chargeback programs within the wholesale distributor's existing business systems.

Best Practices

• Employees matter in truly differentiating a company
  When it comes to making a company truly stand out, it's the employees that really matter, more than most other factors, an expert says. Seven key concepts are outlined to help employees differentiate the company from others. CEO Strategist (9/11)

• Speed dating inspires sessions with investors, companies
  Inspired by the concept of speed dating, Dresdner Kleinwort organized a "speed investing" event in which 24 companies had speed sessions with 24 institutional investors in London. The event was so successful that similar events planned in London and New York later this year are sold out. CFO Magazine (9/2007)

Sales

• Three approaches help when customers "want to think about it"
  One of the most common responses salespeople deal with is the reply, "Let me think about it." Three approaches to the objection include saying nothing and waiting patiently; giving the client time and then getting a commitment; and probing for legitimacy. DaveKahle.com (9/18)

Hot Topics

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

• Despite sales growth, Wolseley CEO says layoffs possible (Industrial Distribution)

• Small distributors find success, growth (The New York Times)

• Sysco looks to cut back supply chain, improve service (Reuters)

• We all make mistakes: Tips for rebounding (Fast Company)

• Down to the wire: The business of private equity (BusinessWeek)

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

Small Business Manager

• Motivate part-time workers with respect, appreciation
  Motivating part-time workers can be even more challenging than motivating full-time employees. Some suggestions include: targeting the needs and wants of employees; showing appreciation for the jobs they do; and treating the workers the way you want them to act. American City Business Journals (9/17)

Executive Life

• Bush moves to resolve airline delay issues
  President George W. Bush met with officials from the FAA and the Department of Transportation to hear how they plan to alleviate congestion and delays at the nation's busiest airports. "We've got a problem. We understand there's a problem and we're going to address the problem," Bush said after meeting Transportation Secretary Mary Peters. Peters said that she will ask airlines to reduce their schedules at congested airports, adding that federal action could be taken if they fail to do so. ClipSyndicate/Associated Press (9/27) , Reuters (9/27) , Bloomberg (9/27) , The Associated Press (9/27)

• American Airlines asked to consider spinning off mileage program: American Airlines is feeling pressure from investors to follow the example of Air Canada, which spun off its loyalty program with excellent results. The loyalty program, Aeroplan LP, is now 69%-held by the public and increased its net income by 41% in the first half of this year. The Boston Globe/Associated Press (9/27) , The Wall Street Journal (9/28)

NAW Insider

• NAW's Billion Dollar Company CEO Roundtable
  NAW's Billion Dollar Company CEO Roundtable, Chicago, Oct. 9 to 10, joins CEOs from wholesale distribution companies with sales $1 billion and above to network and learn. Topics are based on responses from the CEO community addressing specific needs of the group, including Building a Platform for the Future, Brand Building/Sourcing/Private Labels and the Multigenerational Workforce. Get details and register here.

• Save 35% when you order DVM
  The NAW Institute for Distribution Excellence and Deloitte Consulting offer Driving Growth and Shareholder Value: The Distribution Value Map™. Known as DVM, this extraordinary mapping tool helps distributors make crucial strategic and operational improvements through a systematic approach to higher efficiency, greater profitability, and added value. Reenergize existing programs or jump-start new initiatives with DVM. Order and save 35%!

Weekly Poll

• Does your company have any part-time employees?
  After voting once, check out the real-time poll results on NAW's All Access page as often as you'd like.

	Yes, we could not do business without them.
	Yes, we have a few.
	No, but we have considered hiring some.
	No, we do not have a need for part-timers.

Architectural Consultant Super Enterprises New York City, NY Business Developer Super Enterprises New Jersey Commercial Territory Manager Super Enterprises Northern New Jersey General Manager/Operations Manager-Construction Materials Industry Barnsco West, Inc. Greeley, CO 80631 Chief Financial Officer Benco Dental Company Wilkes-Barre, PA Credit Manager Gustave A. Larson Company Pewaukee, Wisconsin Territory Manager Behler-Young West Michigan

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Silence can be as different as sounds." --Elizabeth Bowen, Anglo-Irish writer