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July 1, 2008 News for the wholesale distribution industry     News and Trends  Avnet gets the green light to purchase Horizon Tech Avnet, a U.S.-based wholesaler-distributor of electronic components, has won EU approval to purchase Irish IT distributor Horizon Technology Group, in a deal valued at around 98.5 million euros. CNNMoney.com/Dow Jones Newswires (6/27) Irby to acquire Equity Utility Service Stuart C. Irby Co., an electrical distributor and a subsidiary of Sonepar USA, has reached an agreement to buy Equity Utility Service Company, a Marietta, Ga.-based distributor that caters to electric utilities. The purchase will increase Irby's presence in Georgia. Modern Distribution Management (6/25) Valuable roles of wholesaler-distributors This article outlines the critical role played by the wholesale distribution industry and some of the changes it is confronting. Pioneer Press (St. Paul, Minn.)/Lake Forester (Waukegan, Ill.) (6/26)   Best Practices  Keeping promises: Base service on customer expectations Failure to deliver on a service promise can cause customers to move to the competition. Anand Subramaniam of Worldwide Marketing offers eight tips on how to keep the promise. The suggestions include making sure the brand strategy is in line with operations and setting service goals based on changing customer expectations and profitability. Manage Smarter (6/24) The next step in open innovation The creation of knowledge, products and services by online communities of companies and consumers is still in its earliest stages. Who knows where it will lead? The McKinsey Quarterly (free registration for SmartBrief readers) (6/2008)   Sales  Best service eliminates potential problems before they begin Late shipments, inaccurate invoices and confusing offers can bring complaining customers into the office. One way of addressing chronic customer complaints is taking on a "the best service is no service" strategy in which the solutions are found before problems occur. destinationCRM (6/24)   Small Business Manager  Plan to grow in stages to avoid choke-points Businesses that seek to grow too quickly may hit a choke point that causes them to stall, a problem that can affect any venture, but can be a special problem for fledgling enterprises that have plenty of room for expansion but few past experiences to draw from, this writer says. American City Business Journals (6/23)   Executive Life  As U.S. airlines downsize, flight reductions on the way As oil prices take a bigger toll on the airline industry, U.S. airlines are planning significant cuts that could cause a drop in travel not seen since the post-Sept. 11 days, this article says. Carriers are selling their fuel-inefficient planes, and various U.S. airlines are expected in the coming months to curtail their number of flights. International Herald Tribune/Reuters (6/27) Underground cave hotels take guests to a new level There are plenty of hotel choices for those whose idea of getting away from it all involves hiding away in a cave. Options include an inn 70 feet below ground in Farmington, N.M., as well as caves in Turkey, Australia and elsewhere. BusinessWeek/gizmag.com (6/30)   NAW Insider  Brand new: Make your operations lean in challenging times Becoming lean in distribution is more important than ever in today's challenging economic market. Applying lean concepts makes sense because becoming lean means becoming a more effective distributor. And becoming lean will lead to higher profitability. Lean Operations in Wholesale Distribution focuses on the lucrative operations area and discusses steps distributors must take to design and manage a lean culture. Save on overnight shipping with DHL ShipReady NAW and DHL have partnered to offer a unique delivery service from DHL Express. Members can ship anywhere in the continental U.S. for one flat rate with no weight limits, extra fees or fuel surcharges. Receive two free envelopes with your first order by visiting the ShipReady site and entering the promo code NAWSR07. Learn more about NAW -> Join NAW  |  Business Products  |  Publications  |  Meetings  |  Govt. Relations   Weekly Poll  Do you have a fall-protection plan? After voting once, check out the real-time poll results on NAW's All Access page as often as you'd like. Yes, we are fully prepared in case of a fall emergency. We have a plan, but it needs to be updated. No, we do not have a plan, but it should be addressed. We do not require a plan for falls. 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