Industry News

Editorial: Nothing to lose in preparing for driver shortage
Reaction to the threat of a potential truck driver shortage ranges from those who consider it a genuine threat to those who feel they have little at stake and are sick of hearing about it, according to this editorial. Either way, shippers who continue to try to increase driver productivity have nothing to lose, the author writes. DC Velocity (9/2007)

Small distributors find success, growth
A growing number of small and medium-size distribution companies that handle the logistics of getting foreign goods to the American marketplace are at the forefront of technology and social trends, according to The New York Times, and business is growing. "We handled fewer than 200 containers a month in 2000, and today we handle 2,500 containers a month," said William H. Butler, Weber Distribution president and CEO. The New York Times (9/20)

Unions take on health care responsibilities for workers
Unions are stepping in to take over health care obligations to their members as companies continue a push to cut benefits and increase the portion of the cost born by the worker or retiree. Some companies are funding special health care trusts that are run by the union and, so far, all sides seem to be happy with the arrangement. Newsweek (10/1)

Business Strategy

Commentary: Worst-case scenario shouldn't be only perspective
A company's fate can lie in its ability to handle technological, financial or various other adversities, but companies need to know when to put the risks into perspective, writes Rob Preston, editor in chief of InformationWeek. If the nation's IT execs spend all of their time planning for worst-case scenarios, they could wind up "insulating their organizations not just from risks but also from opportunities." InformationWeek (9/3)

Sales & Marketing Tips

Conquer "lead generation challenge" with focus on six elements
Finding qualified leads is among the most perplexing challenges for sales teams. A key to improving lead generation is maximizing value awareness with the right potential buyers. A list of six ways to accomplish that includes beginning with a good story, targeting the right buyers, and using the right tools to track and measure returns on leads. Selling Power (free registration) (9/17)

Persuasive sales presentations require thought, preparation
Successful salespeople need to refine their skills in making powerful and persuasive sales presentations. Such presentations require studying the customers in addition to the product or service and taking the time to consider which issues to address. DaveKahle.com (9/11)

Management Style

Obstacles to successful managing
"Five deadly sins" managers can commit include failing to exercise their decision-making authority, micromanaging and bullying, this writer says. American City Business Journals (9/10)

Attributes of born leaders
Look at more than a person's education and experience to determine who really has "leadership potential." Pay attention to an individual employee's ability to never stop learning or to teach and develop leadership in others. CEO Strategist (9/11)

Small Business Operations

Small businesses can use Web tools to make a splash
New Internet technologies can offer low-cost marketing and communications tools for small or new companies to build higher profiles. Webcasts and blogs are two important tools that are already used by more than 400,000 SMBs, and about 260,000 more are using podcasts, a study from AMI Partners found. BusinessWeek (9/3)

Association News

Attention suppliers and distributors
Sign up now for the Heavy Duty Aftermarket Week meeting this Jan. 21 to 24, 2008, at the Mirage in Las Vegas. Go to www.hdaw.org for all the latest information and meeting forms.

Also, suppliers who want to participate in the one-on-one meetings should contact Angelo Volpe at (904) 737-2900 or e-mail avolpe@cvsn.org. The deadline for one-on-one meeting commitments is Oct. 8.

CVSN sets up industry Task Force Committee
"There are many issues facing today's aftermarket, issues that will be of strategic importance to the growth and success of aftermarket distributors and our supplier partners," said Tom Stewart, chairman of the committee and president of Carolina Rim & Wheel. "CVSN is the only place to meet with your peers, no matter what your group affiliation, as we all share common concerns that need to be addressed," continued Stewart. Read the complete release.

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