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News for the wholesale distribution industry | January 18, 2007

Best Practices

Teamwork should be goal No. 1
Work as a team by sharing valuable information, effectively communicating and offering insightful solutions to achieve sales and marketing goals. MarketingProfs (free registration) (1/16)

Build a better meeting by planning in advance
Set a positive tone, ask questions to encourage interaction and end on a high note while attendees are engaged in order to avoid sales meeting indifference. Also, offering small incentives or having a contest can lead to more feedback and spark the competitive juices. Manage Smarter/Sales and Marketing Management (1/9)

Management

Confront office troublemakers head on
Schedule a meeting, discuss prior conversations or courses of action and measure future compliance to handle a troublesome or uncooperative employee. If no improvement is seen within a set amount of time or the behavior gets worse, a firing may be in order. American City Business Journals (1/15)

Customer Relations

CRMs make a difference, if you know how to use them
A correctly implemented customer relationship management system will make many changes to a company's operations, relations and data storage. Get educated on all of its tools, applications and valuable uses to get the most out of a new CRM. CRM Daily (1/3)

Training and Presentation

Practice makes perfect
The best speakers are those who rehearse, especially in front of a video camera. A recording of your tone, movements and speaking patterns will allow you to better evaluate your strengths and weaknesses, says communications expert Carmine Gallo. BusinessWeek (1/3)

Closing the Deal

Genuine belief in a project leads to success
"Whether you're in a sales job or you want to start your own business, if you do it for the love of it and a belief in yourself, then the money will follow," writes sales guru Jeffrey Gitomer in his column, Sales Moves.

NAW Insider

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.

Boost sales power with More to the Bottom Line

Are some of your customers more trouble that they're worth? What should you do about it? NAW/DREF's book More to the Bottom Line: Customer Profitability Analysis Tools for Distributors answers those questions and lays the foundation for a powerful new sales strategy.

Weekly Poll

Do you have plans for a new start-up in 2007?
After voting once, check out the real-time poll results on NAW's All Access page as often as you'd like.

	I have plans in the works
	It's only January, and you never know what a year will bring
	No new businesses planned for this year

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