| September 17, 2008 | News for the wholesale distribution industry |
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- Nash Finch touts business-service offerings
Nash Finch Co. has begun promoting its business services such as store layout and market research, along with its grocery distribution operations. The company, based in Edina, Minn., is emphasizing its business services with the aim, this article says, of enticing independent grocers away from Eden Prairie, Minn.-based rival Supervalu, which garners most of its revenue from its retail chains like Cub Foods, but in addition supplies more than 2,000 third-party retail outlets, via its wholesale arm. American City Business Journals/Minneapolis / St. Paul
(9/12)
     
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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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| Best Practices |  | |
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- Don't let self-fulfilling prophecies bring you down
Salespeople who get negative about their challenges can create a self-fulfilling prophecy. Some tips for staying focused on the positive include returning to basic best practices in managing sales initiatives, understanding your role in the marketplace and refining your sales-territory plans. CEO Strategist
(9/2)
- Beware the less-obvious costs of outsourcing
Outsourcing can include expenses you may not have considered, such as currency fluctuations that can raise invoice costs and the periodic need to update hardware and software for employees of your service provider. CIO Insight
(9/9)
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- E-learning can be highly effective in sales training
E-learning simulations can offer surprisingly effective training to help salespeople learn to handle objections. Programs can depict a wide variety of realistic customer interactions and allow the user to select the appropriate response. Selling Power (free registration)
(9/10)
| Distribution Trends Blog | | |
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How suppliers view channel data
Pembroke Consulting President and NAW Institute for Distribution Excellence Fellow Adam J. Fein, Ph.D. gives wholesaler-distributors a closer look at channel management data in this blog update. Fein details what CDM means, major challenges associated with it, and how it can result in W-Ds making better decisions. Distribution Trends
(9/15)
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| Small Business Manager | | |
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| The Buzz(CORPORATE ANNOUNCEMENTS)
At the Top Gun Survival School for Distributor Salespeople, your salespeople will learn groundbreaking, motivational, educational, and inspirational sales strategies that will put you light years ahead of the competition. Led by Industry Guru Dave Kahle, this full-day, action-packed seminar will teach participants the must have skills they need to prosper in our challenging economy. Learn more at www.davekahle.com/topgun/seminar, or call 800-331-1287.
Whitepaper Reveals How Pricing Drives Profitable Growth
Visionary distributors and resellers recognize a focus on pricing drives renewed growth and competitive advantage not realized with cost-cutting and process efficiency initiatives. Download the Zilliant white paper Pricing in Distribution: Five Opportunities for Profitable Growth, and learn how your company can drive significant profit gains.
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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- Big health benefits from Mediterranean diet
 Sticking to a Mediterranean diet high in fruits and vegetables, fish and healthy oils protects against cancer, heart disease and other ailments. Researchers looked at more than 1.5 million people and found substantial drops in cancer, Parkinson's and Alzheimer's diseases and heart disease deaths among those who followed the diet closely. Reuters
(9/11)
| NAW Insider | | |
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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!
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Sales executives: Give a copy to every front-line salesperson!
Distributor salespeople need a consistent sales model that provides them with the structure to effectively use their talents and skills for increased profitability -- especially today. Objective-Based Selling in Wholesale Distribution provides exactly that sales model. It is specifically geared to distributor salespeople in all lines of trade. It will teach your salespeople how to sell more at higher gross margins!
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Critical tool for financial success in tough times
In today's tough economic climate, it's vital that your employees understand the realities of how the finances of your business work. That's where the Official Guide to Wholesaler-Distributor Financial Success comes in. It's your complete employee training tool. It shows you how to transition employees at every level to financial management thinking. Buy multiple copies for everyone on your staff.
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| | Recent NAW SmartBrief Issues:
- Monday, September 15, 2008
- Friday, September 12, 2008
- Thursday, September 11, 2008
- Wednesday, September 10, 2008
- Monday, September 08, 2008
| | | Lead Editor: Ashley McMaster
Contributing Editor: Nancy Melville | Robert Jones
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