News and Trends

• Economy takes its toll on M&A in industrial products segments in Q1
  Sluggishness in the U.S. economy is affecting mergers and acquisition activity in various industrial products sectors, namely industrial manufacturing, metals and chemicals, according to PricewaterhouseCoopers reports on first-quarter M&A. Although M&A deal activity remains steady, the value and volume of the transactions is not expected to surpass 2007 levels. Modern Distribution Management (5/14)

• Rexel reports Q1 sales increase
  French electrical distributor Rexel SA said first-quarter sales grew 1.2% versus the year-ago period to $3.9 billion, while organic sales rose 3.1%. Meanwhile, the company's net income for the quarter grew by 27.2% to $96.8 million compared to the same period last year. Industrial Distribution (5/15)

• Performance Food Group shareholders OK $1.2B buyout
  Shareholders have approved a $34.50-per-share acquisition that will combine the food distributor with foodservice distributor Vistar Corp., Performance Food Group Co. said. The buyers are Wellspring Capital Management and an affiliate of Blackstone Group. Houston Chronicle/Associated Press (5/14)

• Other News

• Hagemeyer ready to unveil renovated North Carolina facility
  Industrial Distribution (5/14)

Best Practices

• Fielding customer service calls helps managers improve service
  To get an idea of customers' true thoughts, a design materials company opened its customer service call center to all employees. By being able to truly listen to customer issues, managers were able to improve their products and service. CustomerThink (5/12)

• Assess team, make sure right people are on it
  Managers are only as good as their team members, and it's therefore essential to put together the right team. Some important questions for assessing the team include: Do I have the right people on my team; how can I be sure I have identified the people I need to replace; and how do I help my team maximize their effectiveness. CEO Strategist (5/11)

Sales

• Salespeople shouldn't try to be all things to all customers
  When a particular salesperson is the only contact a customer has with the company, the result is a mediocre salesperson who is in charge of everything from being the receptionist to the tech writer. The best salespeople bring the customer into the facility so that he or she is more comfortable with the company. DaveKahle.com (5/13)

Hot Topics

Top five news stories selected by NAW SmartBrief readers in the past week.

• Report outlines economic situation, projections for W-Ds (Modern Distribution Management)

• Smaller distributors seek partners, buyout to survive (Springfield Business Journal (Mo.))

• Tips for successful field sales reps (CEO Strategist)

• Freight recession hasn't stopped growth of 3PLs (Logistics Management)

• Key questions can determine if applicant has the right social stuff (Manage Smarter)

• Results based on number of times each story was clicked by readers.

Small Business Manager

• How to protect a startup from recession
  New businesses can prosper in an economic downturn, says Brad Sugars, Entrepreneur.com's Startup Basics columnist. Sugars offers six tips for protecting a startup from a recession including focusing on needs-based products, forming guerrilla marketing strategies and getting big clients. Entrepreneur.com (5/13)

Executive Life

• Off-peak destinations offer value during summer
  From New Orleans to Antigua, Jessica Labrencis of SmarterTravel.com offers five destinations for travelers willing to put up with a bit of heat and humidity to save some money. Phoenix, for example, offers lots of summertime discounts plus there are lots of ways to beat the heat including hotel pools, spas and leisurely walks through an early morning public market. Belize and St. Maarten round out the list. USA TODAY (5/14)

• Sanyo introduces its largest variety of LCD screens
  Sanyo's new line of LCDs includes its broadest selection of screen sizes to date, the smallest being a 19-inch model that features an option for a built-in DVD player, the company announced. The new line offers consumers seven screen sizes, including four models with full 1080p HD. Pocket-lint.co.uk (5/15)

NAW Insider

• Rethink salesforce comp plans
  What's Your Plan? an eye-opening book from the NAW Institute for Distribution Excellence shows why tinkering with salesforce compensation plans in isolation can create more problems than it solves. The best strategy starts with development of overall company goals and leads to what author Mike Marks calls "alignment" of these goals with compensation.

• Learn the Essentials of Profitable Wholesale Distribution
  Essentials of Profitable Wholesale Distribution will benefit your entire team. End-of-chapter self-tests, a glossary and a concluding "final exam" speed learning and retention.

Weekly Poll

• Do you have plans for a summer trip this year?
  After voting once, check out the real-time poll results on NAW's All Access page as often as you'd like.

	Yes, I plan on taking off a week or so for my annual vacation.
	Yes, but I am going to take an abbreviated trip, maybe a long weekend.
	No vacation for me this summer but maybe around the holidays.
	When's the last time I took a vacation?

Information Technology Manager All-Tex Pipe & Supply, Inc. Dallas, TX Product Marketing Manager Johnstone Supply, Inc. Portland, OR Supply Chain Manager J.J. Haines & Company, Inc. Baltimore, MD Hydraulic/Pneumatic Sales The Hope Group Northboro, Mass. Territory Manager Behler-Young Traverse City, Michigan

SmartQuote

When I was a boy the Dead Sea was only sick." --George Burns, American comedian