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| NAW SmartBrief |
| May 18, 2007 |
Cardinal to acquire Viasys for $1.4 billion
Ohio-based Cardinal Health has agreed to acquire Viasys Healthcare, a respiratory-care-products maker, for about $1.4 billion, excluding debt. Cardinal said the merger will expand its clinical and product offerings for global, acute-care customers and its overseas presence. Viasys had $610 million in revenue in 2006 and serves more than 7,000 hospital customers. Reuters (5/14) The Wall Street Journal (5/14)
Commentary: Sysco's achievements, challenges
Foodservice distributor Sysco Corp. serves about 400,000 clients, regularly interviewing a sampling of them for feedback on its performance. Expansion plans include building several new distribution centers to accommodate increased business. But even with the best business practices in place, the company has no control over the slowing economy and the resulting decrease in people treating themselves to restaurant meals. Seeking Alpha (5/14)
Overview of electronics distribution in 2006, outlook for 2007
The electronics distribution industry performed well in 2006, expanding its services and increasing its exploration of global markets. This year, top distributors are expected to continue competing for overseas dominance and to solidify their positions in emerging markets such as Vietnam and Eastern Europe, while others will emphasize services to help enhance supply chain efficiencies, according to this article. Electronics Supply & Manufacturing (5/1)
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Multipurpose teleconferencing
Teleconferencing has long been popular for meeting with off-site employees, but an emerging technology, video- and Web conferencing, is gaining momentum. Video communications save employers time and money while maintaining a sense of personalization and connection. Selling Power (free registration) (5/14)
Personalized marketing nets firm 66% conversion rate
HP's recent decision to send a highly personalized and directed mailer to its customers resulted in a 66% conversion rate, far above its expectations. By combining initial mailing, follow-up qualification telemarketing and a personalized fulfillment package, HP was able to garnish better-than-expected results from the marketing plan. DIRECT (5/1)
How long should sales appointments last?
There is no single right answer to this question, sales guru Dave Kahle says. But some factors to take into consideration include who you're meeting with (a prospect or and existing customer, for example); the purpose of the meeting; and how much time the customer has allotted for the meeting. DaveKahle.com (4/24)
When your business outgrows its office space
Business growth, additional hires or ongoing space issues are all good reasons to upgrade to a bigger office. Include employees in the property search, take into account your business's rate of growth and be prepared for moving mishaps when the time comes to relocate your operation. BusinessWeek (5/14)
Lake Las Vegas offers soothing alternative to Sin City
In the past 10 years, Lake Las Vegas has evolved from being a punch line to a luxury destination complete with several golf courses, massive high-end condo-resorts and an Italian-styled outdoor mall. Compared to the glitz, noise and nightlife of Vegas, the resort area offers serenity, scenery and light outdoor recreational opportunities. San Francisco Chronicle (5/13)
Pioneer pairs new plasmas with all-in-one theater system
Pioneer's new LX01 Home Cinema System features a 250GB DVD recorder with digital terrestrial tuner, HDMI with 1080p scaling, a dual-drive subwoofer receiver, an LCD touchscreen remote control and separate display and four distinctive three-dimensional satellite speakers. Pioneer will offer the all-in-one system in a piano-black gloss finish that will match its new line of plasma TVs. Pocket-lint.co.uk (5/14)
Get protected: Identity theft can impact small business owners
Identity theft strikes millions of Americans each year and costs our economy billions. Small-business owners need protection from the expense and hassle of recovering personal credit if they fall victim to identity theft. That's why The Hartford has added identity recovery coverage to its Spectrum product for distributors with 100 or fewer employees -- at no extra cost. Learn more.
Move the distributor-supplier relationship from dysfunctional to effective
It takes a long time to develop good distributor-supplier relationships, but it only takes a short time to destroy them. Working at Cross-Purposes from the NAW Institute for Distribution Excellence examines what drives these relationships, how often they go bad and why. Both partners can learn to avoid the economic and other consequences of a relationship turning sour by correcting emerging problems before they become critical.
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