News and Trends

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United Natural Foods names Steven Spinner as CEO
United Natural Foods has tapped Steven Spinner to be president and CEO of the natural and organic foods distributor. Spinner previously served as president and CEO of Performance Food Group Company prior to it being acquired by two private equity firms in May. Modern Distribution Management (9/16) RTT News (9/16)

Ingram Micro lowers outlook for third quarter
Technology products distributor Ingram Micro has lowered its fiscal third-quarter guidance, projecting between $8.3 billion and $8.6 billion in revenue, versus its previous forecast of $8.5 billion to $8.8 billion. The company has a restructuring program in place designed to generate savings and also is in the midst of examining additional cost-reduction strategies. Forbes/Associated Press (9/16) Channel Register (U.K.) (9/16) Barron's (subscription required) (9/16)

Weyerhaeuser may convert to REIT as early as next year
Weyerhaeuser Co. could meet the asset-income test that would allow it to convert to a REIT by next year. "We have evolved our thinking, and today we are able to share that there is a high likelihood that we could get there in '09," Chief Financial Officer Patty Bedient said. Shares of Weyerhaeuser closed up 3% Tuesday. Reuters (9/16)

Best Practices

Are blockbusters part of your project portfolio?
Despite arguments that there is less risk in selling specialized services and solutions to niche industries than going for broke with a blockbuster, an expert says failing to pursue blockbusters is riskier. Such an approach could "condemn your enterprise to a lifetime of slave labor harvesting the long tail of micro-opportunities rather than imagining, pursuing, and marketing the global solution to an important, widely shared problem." HBS Working Knowledge (9/10)

Blue Ocean strategy can sink potential imitators
A focus on simple value innovation can free businesses from competitive "red oceans" and allow them to swim free in the "blue ocean," according to the authors of "Blue Ocean Strategy." Competition may not be entirely irrelevant because imitators will always be lurking, but when further benefits are offered by a product that are not relevant to its category, imitators will see the benefits as being overly unique and pointless to imitate. MarketingProfs (free registration) (9/2)

Sales

Key initiatives for catching the right candidates
Businesses hoping to snag star performers should consider a variety of strategies, including appealing to desirable workers employed by your rivals who may be open to considering switching shops. Some other tactics: Burnish your own selection criteria to ensure you are hiring the best possible people, make sure you aren't being more generous that you need to be in terms of the compensation you are offering new hires and consider enlisting the services of someone expert in pinpointing and managing recruitment risk. Selling Power (free registration) (9/15)

Small Business Manager

Tighter credit environment will pose challenge to small businesses
With banks under pressure, small businesses may find it increasingly difficult to go public, finance new ventures and expansion, or even to renew loans. "There's lots of companies that want money but not a lot of providers who want to lend money," said one investor. However, experts agree there is an upside, as the trend promises to erase excessive speculation and restore discipline to lending. Los Angeles Times (9/16)

Executive Life

Agents suggest cruises for travelers on a budget
With the value of the dollar fluctuating against the euro, pound and other currencies, many travel agents are advising their clients to book a cruise in order to lock in a fixed rate. "We encourage people, if they are going to go to Europe, to cruise because it is all-inclusive," said Greg Wingham, president of Joy Tour & Travel in West Chester, Ohio. "You pay for it in advance, in dollars." American City Business Journals/Business Courier of Cincinnati (9/12)

The best of the best in NYC Italian food
Far more than a repetition of restaurant reviews, The New York Times' "Italian Standouts" list narrows your choices down to New York City's Italian Hall of Fame -- and the dishes you must get at these standout restaurants. The New York Times/Diner's Journal (9/15)

NAW Insider

After a flood

Cleaning up a flood-ravaged business -- one of the first steps toward recovery -- can be a difficult and disheartening task. It can also be dangerous. Get more information here.

Register for NAW's Large Company CEO/COO Networking Roundtable
NAW's Large Company CEO/COO Networking Roundtable, Chicago, Sept. 24 to 25, brings together CEOs/COOs from distribution companies with sales of $100 million and above. Topics are based on CEO/COO responses and address specific needs of the group, including an Economic Overview; In a Difficult Economy: How Are You Adjusting Your Company to Fit the New Realities; Optimizing Profitability and more. Register now!

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