| January 30, 2008 | News for the wholesale distribution industry |
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- Ashland Distribution's sales rise, profits fall
Though overall sales were up 5.7% to $1.91 billion in its first quarter for fiscal 2008, Ashland Inc.'s distribution division's net income fell 32.7% to $33 million, versus $49 million during the first quarter last year. "The U.S. industrial economy continues to struggle," Chairman-CEO James O'Brien said. "This segment derives approximately 50 percent of its business from the U.S. transportation and building and construction markets, which remain subject to the economic cycle." Industrial Distribution
(1/28)
- Grainger's performance beats expectations
W.W. Grainger Inc.'s net income in its fiscal fourth quarter rose 5.6% to $104.4 million, compared to $98.9 million in the year-ago period. The distributor of building maintenance and repair supplies stood by its earnings estimate for 2008 despite the economic downturn. "While we're aware of the concerns many have with the economic outlook for 2008, we remain comfortable that actions we've taken should allow us to deliver our forecasted 2008 earnings per share," Grainger CEO Richard Keyser said. The Washington Post/Reuters
(1/25)
- Wine and liquor distributor to build new HQ, warehouse
Wine and liquor distributor Empire Merchants North LLC, a member of the Charmer Sunbelt Group, says it will build a new headquarters and warehouse facility somewhere between its current facilities in Albany, N.Y., and Kingston, N.Y. Empire was formed in September with the merger of Albany's Service-Universal Distributors Inc. and Kingston's Colony Liquor & Wine Distributors LLC. Times Union (Albany, N.Y.)
(1/26)
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| | Trying to figure out your 2008 hiring budget?
Take advantage of NAW SmartBrief job packs! Purchase multiple listings at a time at a cost savings to you. You can use your jobs anytime throughout the year. Reach out to more than 49,500 wholesale distribution industry professionals in the Who's Hiring section of this newsletter. Sign up and get started today! | |
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| Best Practices | | |
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- Consider the cost involved in great expectations
Managers with exceptionally high expectations need to be prepared to show staff how they can meet these lofty goals, sales expert Dave Kahle says. It's also important to consider the cost involved in meeting these aims, taking into account such factors as the amount of time that will be consumed and the emotional energy expended. DaveKahle.com
(1/22)
- Strategize to build meaningful social-media communities
Corporate social media built without a strong plan can result in blogs that don't focus on the customer or the brand and isolated "community islands" that are not well-integrated. Build a customer community master plan instead, and consider strategies such as why the communities are being built. MarketingProfs (free registration)
(1/22)
| Sales | | |
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| Distribution Trends Blog | | |
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How to make money
Pembroke Consulting President and NAW Institute for Distribution Excellence Fellow Adam J. Fein Ph.D. outlines the three volumes that make up "The Official Guide to Wholesaler-Distributor Financial Success," which, he adds, is "an amazing tool for any CEO who wants to develop the next generation of leaders for his or her business." Distribution Trends
(1/28)
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| Small Business Manager | | |
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- Small business can still boost sales in slow economy
Small-business owners worried about the slowing economy should employ strategies for growing sales, even as customers grow more hesitant about spending. Community networking, improved customer service, special discounts and a focus on existing clients are all methods of convincing consumers that your product is still a valuable commodity during uncertain economic times. The Courier-Journal (Louisville, Ky.)
(1/28)
| Executive Life | | |
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- Column: Travelers find getting off the no-fly list increasingly difficult
The government's no-fly list continues to inconvenience travelers whose names are on the list by mistake, the Wall Street Journal's Scott McCartney writes. A program created to remove innocent people from the list, which includes many common names, is ineffective, he says. Travelers told that they have been cleared often run into additional security problems. The Wall Street Journal (subscription required)
(1/29)
- Chow down on chowder during the Super Bowl
Clam chowder comes in two forms. New England's chowder is white, creamy, bisquelike and includes salt pork, potatoes, carrots, celery and onion all mixed with a cream-heavy clam base. Manhattan chowder is red and made in a similar way, but uses tomato juice or V8 instead of the milk and cream. South Bend Tribune (Ind.)
(1/28)
| NAW Insider | | |
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NAW Health Insurance Trust: Comprehensive benefits, lower costs for members
NAW, Trustmark Affinity Markets, and Flexible Benefit Service Corporation have partnered to offer a health insurance plan that leverages the combined buying power of member companies, rewards healthy companies with lower premiums, and provides the added benefit of a pooled reserve fund. Learn more about this health insurance program available exclusively to NAW direct members or members of NAW member associations.
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Essentials of Profitable Inside Sales in Distribution
This NAW Institute book provides a real-world, in-depth understanding of the expanded role of inside sales. Inside sales personnel are responsible for generating sales and making sure those sales are profitable. This book shows inside sales reps how they contribute to your company's health and well being. Make it as an essential component in your company's training program. Order today!
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Transform your sales force for the 21st century
Distribution companies, by their nature, should be sales-oriented companies. However, many distributors don't do sales very well. That's the premise behind Transforming Your Sales Force for the 21st Century, Second Edition. Written by Dave Kahle for distribution sales managers and executives, this new second edition provides a blueprint to transform sales forces into highly directable, effective and focused performers.
| Weekly Poll | | |
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What technology do you find most useful in doing business?
After voting once, check out the real-time poll results on NAW's All Access page as often as you'd like.
 | PDA/Blackberry...so I can communicate anywhere |
| Laptop...so I can work anywhere |
| GPS device...so I can get anywhere |
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| | Recent NAW SmartBrief Issues:
- Monday, January 28, 2008
- Friday, January 25, 2008
- Thursday, January 24, 2008
- Wednesday, January 23, 2008
- Monday, January 21, 2008
| | | Lead Editor: Ashley McMaster
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