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| NAW SmartBrief |
| May 9, 2007 |
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VWR International sold to private-equity firm
Madison Dearborn Partners is set to acquire VWR International Inc., a research-lab supplies distributor. VWR said in March that it was exploring its strategic options. Modern Distribution Management (5/4) TheDeal.com (free registration) (5/4)
Tech Data to focus on SMB/VAR sales growth
Tech Data hopes to increase its reseller and small- and medium-size business sales by 30% in the coming year, the Clearwater, Fla.-based distributor said at its TechSelect Partner Conference. Murray Wright, SVP, U.S. sales, said the lofty goal is designed to get the sales team to think differently. "If we want to grow this business at 30%, there are some new things we have to bring to the party. New initiatives, some that are too secret, and to look at new ways to do business with our customers," he said. CRN (5/4)
Use caution with English-only mandate
As the number of immigrants in the U.S. soars, some businesses are implementing policies that require workers to speak only English while at work. But a policy must be a proven necessity in order not to be considered discriminatory and therefore vulnerable to lawsuits. "Employers want to have policies because of safety and customer service, but they have to be careful not to be discriminatory," says employment lawyer Amy McAndrew. USA TODAY (5/6)
Other News
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Warehouse Management: Executive eKit
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Tell your customers what makes you great
Tell a compelling story about your business that will draw in customers, but be sure it is authentic and consistent. Successful companies "use their unique (and sometimes personal) story to connect with customers in a way that makes them feel special," says marketing firm partner Michele Miller. Inc.com (5/1)
Keep top executives by increasing their coverage
Improving insurance coverage for executives, including life, disability and long-term care, is a simple and cost-effective way to keep your top talent. Such enhancements can also attract potential executives, which is important at a time when competition is fierce. BenefitNews.com (5/1)
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Effective sales managers lead by example
Sales managers probably need look no further than themselves if their sales team isn't performing at their desired level of success, says sales consultant Dirk Beveridge. "The day management makes a commitment to a sustainable and consistent and cumulative effort, I guarantee you that's the start of making lasting growth happen in an organization." SalesForceXP (5/2007)
Near-shoring private labels
Is the demand-driven channels trend in wholesale distribution offset by the growing private-label trend? Find out Adam J. Fein, Ph.D's perspective, and share your thoughts in the Distribution Trends blog. Distribution Trends (5/7)
How to prepare for the latest postal increase
The U.S. Postal Service will change its rates on Monday, and small businesses are likely to feel the increase. Entrepreneur explains that for companies to save money, it's critical to understand the new pricing structure and consider different ways of communicating with clients. Entrepreneur (4/2007)
Homeowners use IP system to keep tabs on award-winning house
The runner-up in Electronic House's annual Home of the Year Awards features a nightclub, observatory, billiards room, home theater, 14 flat-panel TVs, 12 audio zones, 14 security cameras and 145 security and safety sensors. The homeowners connect all of the systems and sensors using an Internet Protocol-based system that allows them to adjust and monitor their home via a secure Web site. Electronic House magazine (5/2007)
And America's outstanding chef award goes to ...
The finest food in the U.S. was lauded Monday night at the 17th James Beard Awards. Michel Richard of Citronelle in Washington was named outstanding chef, while David Chang of Momofuku Noodle Bar in New York was voted rising-star chef. USA TODAY (5/7) Bloomberg (5/8)
The Buzz (CORPORATE ANNOUNCEMENTS)Discontent with your sales results? Learn from the master, Dave Kahle, by attending Dave Unplugged, a seminar for sales managers, in Philadelphia, 5/21 & 5/22. Learn the Kahle Way® Sales Management System, and help your salespeople improve their performance. Click here for more information or call 800-331-1287. Interested in learning more about advertising in NAW SmartBrief? Contact Henry Murphey at (202) 737-5500 ext. 245 or hmurphey@smartbrief.com  |
Visa, MasterCard announce national processing rate changes
Visa/MasterCard announced nationwide interchange rate increases effective April 2007. If you accept credit cards, these changes could significantly impact your bottom line. NAW has negotiated a deal through Solveras Payment Systems to lock in pre-increase rates if you enroll in the NAW/Solveras program before April 30. Visit the NAW/Solveras Web site, or call (800) 613-0148 for complete details. Some restrictions apply.
Download key economic data on your line of trade
Download immediately individual economic analysis reports that are most relevant to your business from the 19 major wholesale distribution sectors in the 2007 Wholesale Distribution Economic Reports. These reports supply a wealth of channel benchmarking data, including revenue and employment growth trends, the number and size distribution of companies, gross margins, wages and many other operating statistics. Quantity discounts apply.
How important is growth to your business?
Very important: we are always trying to expand.
Moderately important: sustainability is key.
Not very important: we have reached a plateau.
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