| May 7, 2008 | News for the wholesale distribution industry |
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- McKesson buys Ohio software startup
Health-care distributor McKesson Corp. has purchased central Ohio tech startup HTP Inc. for an undisclosed amount. HTP, which will change its name to RelayHealth, develops software that hospitals and doctors use to look up patients' health-insurance information. The Columbus Dispatch (Ohio)
(5/3)
     
| Best Practices |  | |
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- Good questioning techniques can help secure sale
The key to finding out whether a prospect can truly use your products or services, good questioning techniques are essential. Some tips include engaging the customer in the sale rather than speaking at them; truly listening to what they have to say; and using questioning techniques to control the prospect. CRM Daily
(5/2)
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- Sales meeting mistakes can leave attendees yawning
A list of the top five sales kickoff meeting mistakes describes how slip-ups can undermine the meeting's success. The mistakes include making the meeting too long; failing to recognize salespeople for their accomplishments; and not providing comic relief to liven up the meeting and allow people to bond. Selling Power (free registration)
(4/29)
| Distribution Trends Blog | | |
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The subprime primer
Pembroke Consulting President and NAW Institute for Distribution Excellence Fellow Adam J. Fein Ph.D. underscores the importance of understanding the origins and effects of the subprime mortgage crisis by offering up two analyses -- one a satirical slide show and the other, a Wall Street Journal article -- in his most recent blog post. Distribution Trends
(5/5)
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| Small Business Manager | | |
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- Informal networking lets customers get to know you
Troy Dunn, president and creative director of Dunn & Co. in Tampa, Fla., offers tips on how to make informal networking pay off. Dunn recommends developing informal marketing skills the way you would practice a 30-second pitch so you are ready when the opportunity arises. Advertising Age
(5/5)
| Executive Life | | |
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- Quickoffice will fetch documents via smartphones
A Dallas-area company will introduce by year-end software that will let users of all major smartphones call up and edit Office files on their handsets. Said Quickoffice CEO Alan Masarek: "Any user, on any kind of smartphone, will be able to view, edit and save Office files just as they can on a computer. Every formatting detail will come through." The Dallas Morning News
(5/5)
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| The Buzz(CORPORATE ANNOUNCEMENTS)
Stop the bleeding! The opportunity costs of an uneducated sales force may be the biggest unseen expense in your company. Stop the bleeding by sending them to Dave Kahle's Sales Academy in Countryside, IL, June 16 & 17. Click here or call 800-331-1287.
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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| NAW Insider | | |
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NAW's 2008 Wholesale Distribution Manager's Course
Join dozens of distribution managers June 9 to 13, on the beautiful campus of The Ohio State University, for five intensive days focused on elevating your distribution skills to the next level. You'll learn specific ways to improve your company's profitability, and you'll improve your personal performance, too! Get details and register at the early bird discount rate through May 23.
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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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New downloadable Wholesale Distribution Economic Reports
Download individual economic analysis reports that are most relevant to your business from the 19 major wholesale distribution sectors in the 2008 Wholesale Distribution Economic Reports. These reports supply a wealth of channel benchmarking data, including revenue and employment growth trends, the number and size distribution of companies, gross margins, wages and many other operating statistics. Quantity discounts apply.
| Weekly Poll | | |
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Does your company use lead-generation vendors?
After voting once, check out the real-time poll results on NAW's All Access page as often as you'd like.
 | Yes, and we find their services valuable. |
| We have not yet but are considering it. |
| We have not in the past and do not plan to. |
| We used them in the past but do not anymore. |
| SmartQuote | | |
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 | Technology is just the tool. In terms of getting the kids working together and motivating them, the teacher is the most important thing."
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Read more at SmartBrief.com |
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A powerful Web site for SmartBrief readers including:
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| | Recent NAW SmartBrief Issues:
- Monday, May 05, 2008
- Friday, May 02, 2008
- Thursday, May 01, 2008
- Wednesday, April 30, 2008
- Monday, April 28, 2008
| | | Lead Editor: Ashley McMaster
Contributing Editor: Nancy Melville | Robert Jones
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