News and Trends

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Sysco posts sales increase in Q4
Sysco Corp. announced a fiscal 2008 fourth-quarter sales gain of 5.4% to $9.7 billion compared to $9.2 billion in last year's fourth quarter. Operating income rose 9.7% to $559 million, vs. $509 million in the year-ago period. "Key to this performance was solid execution of our business plan, especially in the area of cost containment," Sysco Chairman-CEO Richard J. Schnieders said in a statement. AmOnline.com (9/3)

Source Interlink reports Q2 net loss
Source Interlink Companies announced a net loss of $15.91 million in the second quarter versus net income of $2.22 million in the year-ago quarter. Total quarterly revenue reached $576.67 million, up from $434.15 million in the prior year period. RTT News (9/4)

Lean distribution improves first-time passes
Lean distribution can help companies increase the number of orders correctly filled on the first pass, resulting in greater efficiency and better time management. A successful first-time pass (FTP) means improving every step of the ordering process so errors and interruptions do not occur. A high FTP benefits customer service as well as the bottom line for distributors. Industrial Distribution (9/1)

• For more on lean: Purchase Dr. Perry Daneshgari and Michelle Wilson's Lean Operations in Wholesale Distribution.

Best Practices

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Traits that define the best project managers
If a project manager is lacking in people skills and leadership ability, applying all of the professional methodology in the world probably won't be enough to enable this person to truly master the job, an expert says. Skills commonly possessed by the best sales managers include foresight, organization and good powers of communication. CIO.com (9/3)

Survey: Corporate world slow to tap into social networking
Social-networking sites may be all the rage for personal connections and entertainment, but they haven't gained as much popularity for business purposes, according to a survey conducted late last year. The poll of more than 4,000 PC and mobile-phone users across numerous countries revealed that more than 50% of the respondents don't visit social networking sites regularly if ever and that the potential of such sites for business purposes remains largely unexplored -- possibly because the concept is construed as being out of step with the rhythms of traditional corporate culture. Selling Power (free registration) (9/3)

Sales

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Important ways to build rapport with prospects
Establishing rapport in a sales relationship is a useful buffer against friction and helps increase the chance of having smoother and more productive encounters, says sales guru Dave Kahle. Tips for building rapport include presenting a confident and competent appearance, employing unexpected frankness and knowing when to lighten things up with a bit of humor. DaveKahle.com (9/2)

Distribution Trends Blog

2008 industry growth update
After a summer break, Pembroke Consulting President and NAW Institute for Distribution Excellence Fellow Adam J. Fein, Ph.D. is back to blogging. This update includes an overview of growth rates within the wholesale distribution industry during 2008, as well as the effect of the current commodity price bubble. Distribution Trends (9/8)

Small Business Manager

Incorporation can protect personal assets
Incorporating a business requires more work and a startup investment, but it provides more personal-liability protection than a sole proprietorship can. Experts say incorporation can shield personal assets in the case of a business-related lawsuit. The Dallas Morning News/Newsday (9/4)

The Buzz (CORPORATE ANNOUNCEMENTS) Small to large W-Ds can expand their employees' ability to perform and produce with quality warehouse-specific training by warehousing experts. Online--no travel or time away from work. Basic to intermediate courses. Created by industry leaders at Warehousing Education and Research Council, and priced for use by operations of all sizes. Interested in learning more about advertising in NAW SmartBrief? Contact Henry Murphey at (202) 737-5500 ext. 245 or hmurphey@smartbrief.com

Executive Life

Stockholm emerges as one of Europe's coolest destinations
Stockholm, Sweden, is not the frozen hinterland that the word "Scandinavia" may suggest. Instead, the beautiful city on the Baltic Sea is a combination of fashion-forward Paris and nightlife-fueled London with the flair of New York City. Stockholm and its people are effortlessly trendy. Houston Chronicle (9/5)

Zune will go wireless, link with device's radio
Microsoft next week will introduce a wireless service to its Zune music player through which users can download music, one of several features the company will add to better compete against Apple's iPod. The new Zunes will also enable users to tag and buy songs they hear on its FM radio, and Microsoft will begin selling versions with 16 gigabytes and 120 gigabytes of storage for $199 and $250, respectively. Detroit Free Press (9/9) Reuters (9/8)

NAW Insider

Register for NAW's Billion Dollar Company CEO Roundtable
NAW's Billion Dollar Company CEO Roundtable, Chicago, Oct. 14 to 15, joins CEOs from distribution companies with sales of $1 billion and above to network/benchmark. Topics are based on responses from the CEO community, addressing specific needs of the group, including Associate Engagement -- Customer Loyalty; Action Plan for Sustainability and Environmental Responsibility; and Financial Markets -- The Impact on Our Industry. Register now!

Payment paradigm has shifted

From NAW and Solveras Inc. comes the first all-in-one invoicing, check imaging, ACH and credit card processing solution with your business in mind. Web-based, bank neutral with faster funding -- Paradigm^SM delivers major savings to your bottom line. Get more information.

Distributor Success Stories: Profiting Despite the Difficult Economy
The 2009 NAW Executive Summit focuses on the most important issue facing you in the coming year: the economy. We know your time is valuable, so we won't tell you what you already know -- that "the economy is challenging." Instead, we'll tell you what other distributors are doing to succeed despite difficult economic conditions. Register at the early-bird discount.

Weekly Poll

Are you a member of professional networking Web site LinkedIn?
 Yes, I am an active user.
 I have an account but rarely use it.
 I do not have an account, but I am considering signing up.
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