News and Trends

• Avnet Q3 net income up slightly
  Electronic components and computer products distributor Avnet Inc. posted a slight increase in its fiscal third-quarter net income, from $105.2 million in the year-ago period to $107.2 million, on revenue rising 13% from $3.9 billion to $4.42 billion in that time span. In a statement, Chairman-CEO Roy Vallee said, "We are extremely disappointed with our earnings for the third quarter as both operating groups were below our profit forecast." Houston Chronicle/Associated Press (4/24)

• Ikon Office Solutions reports flat earnings per share in Q2
  Ikon Office Solutions Inc. reported flat earnings per share for its second quarter versus the year-ago period on a profit of $22.5 million, down from $30.5 million in the same quarter a year earlier. CNNMoney.com/Dow Jones Newswires (4/24)

• Wesco's Q1 sales edge upwards
  Pittsburgh-based electrical and MRO distributor Wesco International Inc. reported a 1% increase in Q1 sales to $1.47 billion, compared to $1.45 billion in the year-ago period. During the quarter, Wesco also bought back around 600,000 shares of its own stock for roughly $25 million. Industrial Distribution (4/24)

• Other News

• Applied Industrial's Q3 results jarred by weak housing, auto sectors
  Reuters (4/24)

Best Practices

• Preparation can help to think on your feet
  People who appear to "speak off the cuff" probably have a lot more preparation than many realize. Some tips for giving off that impression yourself include recognizing the type of question you're being asked and practicing in front of an audience. Selling Power (free registration) (4/23)

Sales

• e-Signature services put sales closings in fast lane
  E-signature services can make a big difference in helping to close deals fast and eliminate the wait for that signed contract. Many e-signature services can conveniently integrate with applications that reps use, such as Webex or salesforce.com. Manage Smarter (4/16)

• Use lead generation blueprints to build better ROI
  Lead generation activities should be developed into blueprints. Such blueprints can give sales associates a framework for collecting and presenting answers to questions in making strategies. MarketingProfs (free registration) (4/22)

Hot Topics

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

• Wesco emerges victorious in bidding war for IDG (Industrial Distribution)

• Facebook 101 (CIO)

• Graybar CEO touts 2007 as "banner year" (Industrial Distribution)

• Commentary: Best salespeople are disciplined listeners (Forbes)

• Giving freebies costs little -- customer loyalty is priceless (American City Business Journals)

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

Small Business Manager

• Every contact is an opportunity to promote business
  Business owners can turn casual contacts into marketing opportunities, says Amy Stevens, co-founder of marketing firm Marketing Edge Ventures. She recommends preparing a 30-second pitch to be ready for impromptu meetings and writing a follow-up plan on every business card received. Entrepreneur (5/2008)

Executive Life

• Hotels offer more high-tech gadgets
  In addition to offering wireless Internet access, hotel rooms are getting increasingly high-tech. Some, such as the Four Seasons in Manele Bay, Hawaii, are offering flat-screen TVs, DVD and CD players, and the Hotel Sax in Chicago has teamed with Microsoft to offer an entertainment lounge featuring Microsoft's latest technology. USA TODAY (4/24)

• Small changes are good for the heart
  When it comes to cooking heart-healthy meals, it's important to remember that sometimes ingredients are merely suggestions. One possible alternative: To take some of the fat out of baked goods, try using pureed fruit in place of oil. Detroit Free Press (4/23)

NAW Insider

• Enrollment in NAW Health Insurance Program is simple
  Through a convenient and paperless telephone application process, member companies and their employees can easily apply for group coverage in the NAW Health Insurance Program. What are the advantages of enrolling in the Trust? Learn more about this unique group health insurance enrollment process.

• Register now for Manager's Course: Discount expires May 1
  Register today for the Wholesale Distribution Manager's Course, June 9 to 13, on the beautiful campus of The Ohio State University. Join other distribution managers and elevate 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! The early bird discount expires May 1. Register now!

Weekly Poll

• How much do you prepare before a sales meeting?
  After voting once, check out the real-time poll results on NAW's All Access page as often as you'd like.

	I like to do all the research I can -- sales figures, clients' names, business history, etc.
	I like to do a brief run-through of recent data, but that is about it.
	I do not do much preparation; I like the conversation to flow naturally.
	I do not participate in sales meetings.

Territory Manager Behler-Young Traverse City, Michigan COUNTER SALES US SUPPLY COMPANY SPRING CITY PA General Manager - Great Lakes Region Gustave A. Larson Company West Allis, Wisconsin Director of Branch Operations Gustave A. Larson Company Pewaukee, Wisconsin Distribution Center - Process Manager (Inbound) GRAINGER Chicago (Niles, IL)

SmartQuote

Most folks are about as happy as they make up their minds to be." --Abraham Lincoln, 16th U.S. president