| October 10, 2008 | News for the wholesale distribution industry |
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- Focus on lean management, save money on the small things
 R. David Yost, CEO of drug distributor AmerisourceBergen, shared his secrets for lean management, in a recent BusinessWeek article. He said all employees are required to travel coach instead of first class and must book 30 days ahead of time to secure the best deal. And showing that he is not exempt from cost-saving strategies, Yost said he answers his own phone instead of relying on a secretary and still uses his predecessor's office chair from 1997 instead of buying a new one. His examples show how the little things can add up in tough economic times, according to this Modern Distribution Management blog posting. Modern Distribution Management
(10/1)
    
- Grainger expands Latin American presence
Industrial distributor Grainger has opened its second location in Latin America with a 23,000-square-foot facility in Panama. Grainger previously opened a branch in Mexico. "We are excited to build similar capabilities in Panama to help businesses in this booming economy become more efficient in maintaining their facilities," said Bonnie McIntyre, vice president of international market development at Grainger. Purchasing.com
(10/7)
| Best Practices | | |
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- Time is right for global shaping strategies
Big changes in the global digital infrastructure mean the time is ripe for pursuing shaping strategies and benefiting from them. Examples of such shaping strategies that revolutionized the business world include Google's forays into the telecom market and Microsoft's transforming of the entire business culture. Harvard Business Review
(10/2008)
 | We deliver real results, not just resumes. 57% of our NAW Smartbrief readers are senior decision-makers in the wholesale and distribution industry. Reach these high-value passive job seekers with NAW SmartBrief Job Listings.
NAW SmartBrief Job Listings – More Results. Start a high ROI recruiting campaign now. |
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- Mexican vacation proves to be an incentive success
An incentive program at Diebold Inc., in which salespeople who met their objectives were treated to a five-day Mexican vacation, was named a finalist in the Incentive Marketing Association's Circle of Excellence Awards this year. The program, open to the company's internal sales force as well as manufacturers' representatives, was designed to boost customer loyalty, improve quality, strengthen the supply chain, enhance communications and teamwork, and build profitability. SalesForceXP
(10/2008)
| Small Business Manager | | |
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- Being "nice" can clash with professional values
 Being "nice" is not a good selling point to a potential client if it means being unselfish or getting too friendly, writes Jennifer Williamson on Brazen Careerist. "Businesspeople have to guard against being taken advantage of, but friends should trust each other," she says. "This is why I never do business with friends. I do favors." Brazen Careerist
(10/3)
| Executive Life | | |
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- Americans pessimistic about future
A new poll on consumer confidence shows Americans are not optimistic about the economic future. The RBC Cash Index indicates that 64% of those surveyed believe they or someone they know will be jobless within six months. Only 35% thought they'd still have one. Almost 70% may avoid major purchases because they are more uncomfortable now than they were six months ago. The poll itself can be seen as a pdf document. McClatchy Washington Bureau
(10/9)
| NAW Insider | | |
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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 | | |
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What incentives does your company offer to its salespeople?
After voting once, check out the real-time poll results on NAW's All Access page as often as you'd like.
 | Tangible incentives: trips, latest techno gadgets, money |
| Intangible incentives: employee recognition, feedback, reviews |
| It used to be a mix of these, but our incentives program is suffering right now. |
| We do not offer incentives. |
| SmartQuote | | |
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 | A man grows most tired when standing still."
--Chinese proverb
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| | Recent NAW SmartBrief Issues:
- Thursday, October 09, 2008
- Wednesday, October 08, 2008
- Monday, October 06, 2008
- Friday, October 03, 2008
- Thursday, October 02, 2008
| | | Lead Editor: Ashley McMaster
Contributing Editor: Nancy Melville | Robert Jones
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