 | News for the wholesale distribution industry | May 24, 2007 |
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| Best Practices |  |  |
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- CRM only useful if compatible with sales team's style
Contact relationship management software is used to keep customer and prospect data organized and easy to access, but sales reps won't use it if they find it too time-consuming, confusing or incompatible. Find a system that reps can try and take advantage of, works with your current e-mail program and will help generate more sales. American City Business Journals
(5/21)
- Tips to get sales conversations started
Help your salespeople connect with prospects and clients by encouraging them to speak in everyday terms instead of corporate jargon, present a memorable pitch and develop a structured dialogue that guides customers from one point to another. MarketingProfs (free registration)
(5/15)
| Management | | |
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- Truths about management responsibilities
You needn't work endless hours once your company is established, found a recent Schwab Institutional survey. The results of the survey showed that workers who averaged between 45 and 50 hours a week generated more income than those who worked 60 hours a week, meaning that productivity is lost after a particular threshold. Results also revealed that simply adding more employees wasn't as important as finding fewer employees that really fit with the company. BusinessWeek
(5/7)
| Customer Relations | | |
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- Build customer-friendly Web site
Customers today expect the places from which they buy to not only have a Web site but to have one that is easy to navigate, accommodating and trustworthy. Companies should listen to and respond to customers' suggestions and be easy to find and search for on the Internet. InterGovWorld.com (Canada)
(5/22)
| Training and Presentation | | |
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| Closing the Deal | | |
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Marketing's role in business success
"When a firm's marketing activities are not supportive of its greater strategic goals, the result can be low growth and declining margins," says Harvard professor Gail McGovern in HBS Working Knowledge. "Marketing ... encompasses all the activities of an organization that listen to the customers' voice and ultimately generates profitable relationships."
| NAW Insider | | |
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Deadline extended: Avoid Visa/MasterCard processing rate increase
Visa/MasterCard announced nationwide interchange rate increases that took effect in April. If you accept credit cards, these changes could significantly impact your bottom line. NAW has negotiated a deal through Solveras Payment Systems to lock in pre-increase rates if you enroll in the NAW/Solveras program before May 31. Visit the NAW/Solveras Web site or call (800) 613-0148 for complete details. Some restrictions apply.
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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.
| Weekly Poll | | |
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How often do you travel outside of the U.S. on business?
After voting once, check out the real-time poll results on NAW's All Access page as often as you'd like.
 | Frequently |
| Occasionally |
| Only once or twice |
| Never |
| Have not yet but plan to soon |
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| Advertise |
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Sales Account Director:
Mark Lasser 303-284-9864
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| | Recent NAW SmartBrief Issues:
- Wednesday, May 23, 2007
- Monday, May 21, 2007
- Friday, May 18, 2007
- Wednesday, May 16, 2007
- Monday, May 14, 2007
| | | Lead Editor: Ashley McMaster
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