 | News for the wholesale distribution industry | February 15, 2007 |
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| Best Practices |  |  |
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- Face-to-face not always the best selling option
A recent study found that video, Web and teleconferencing are just as reliable as face-to-face sales calls at accurately communicating information, relaying group decisions and gaining retention of details. It also found that bullish personalities were less likely to take control of the meetings, and quieter members were more likely to contribute. Selling Power (free registration)
(2/7)
- Increased marketshare doesn't always equate to higher profits
The belief that stealing away business from the competition is the best way to increase profitability simply isn't true, says one Wharton School of Business marketing professor. His research has led him to the conclusion that focusing on profit maximization is a much better way to achieve the goal than concentrating on marketshare alone. Knowledge@Wharton
(1/24)
| Management | | |
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- Become a better manager today
Becoming a better manager has a lot to do with learning new skills and putting them to use. Some tips to making yourself a highly regarded manager include hiring people that are good for the company, being a motivator and leader and less of a manager, and doing your best to communicate clearly and openly. About.com
(2/13)
| Customer Relations | | |
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- Don't design Web site as if selling to yourself
Building a Web site for fickle and unique customers is challenging, but you will create a better experience and drive them to your business if you take the time to listen to them, divide them into a few broad categories and research their online behavior. CustomerThink
(2/12)
| Training and Presentation | | |
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- Plan ahead, get more out of your meeting budget
Meeting-related travel is often organized by staff that are not professional meeting planners, resulting in negative cost-control. To avoid wasting unmanaged expenses, use a multi-tiered program to organize and apply supply-and-demand concepts to meeting spaces and times. Manage Smarter
(2/13)
| Closing the Deal | | |
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Delve deep to find what the customer really wants
"Like a doctor, a quality diagnosis builds exceptional levels of trust and credibility, and in business, that means greater differentiation, more sales and higher profits," said Jeff Thull, business strategist and adviser at Inc.
| NAW Insider | | |
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NAW and The Hartford
NAW has partnered with The Hartford to offer insurance expertise and comprehensive coverage tailored to the specific needs of wholesaler-distributors. The Hartford also offers expedited claims handling services and a countrywide network of loss control and risk management experts to help wholesaler-distributors protect their businesses and minimize loss costs. More information available here.
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What are your employees worth?
As the U.S. economy continues to expand, wholesaler-distributors are reconsidering their staffing needs and how to attract and keep top performers. NAW's 2006 Employee Compensation Report, completely new, is available immediately for downloading to your desktop. It lets you see how your company's compensation program compares with those of other wholesale distribution companies.
| Weekly Poll | | |
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Would you try outdoor marketing to draw in new customers?
After voting once, check out the real-time poll results on NAW's All Access page as often as you'd like.
 | Already do it and love it |
| Sounds like an interesting possibility |
| Don't think it would work for us |
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| Advertise |
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Sales Account Director:
Mark Lasser 303-284-9864
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Read more at SmartBrief.com |
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| | Recent NAW SmartBrief Issues:
- Wednesday, February 14, 2007
- Monday, February 12, 2007
- Friday, February 09, 2007
- Wednesday, February 07, 2007
- Monday, February 05, 2007
| | | Lead Editor: Jessica Strelitz
Contributing Editor: Ashley McMaster
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