• Adopting a positive attitude in tough times

  By Tom Reilly, May 1, 2009
  Robert H. Schuller wrote a book titled “Tough Times Never Last, but Tough People Do.” Rarely has the title of a book so inspired me. In tough times, one of the first things to go is your attitude. According to a recent Gallup survey, nearly two-thirds of American workers admit to struggling with stress due to the economy.  More

• Making the most customer relationships

  By Dr. F. Barry Lawrence, Texas A&M University, May 1, 2009
  Marketing is an underdeveloped science for most distributors, as few seem to have a consistent, well-thought-out message that tells who they are and what makes them different from their competition. Most distributors rely heavily on their sales force to market their firm. But without common direction, that message is often inconsistent and, at times, inaccurate.  More

• Prevent sales from waning by pulling customers closer

  John Graham, March 24, 2009
  Now that the good times are gone, salespeople need to get back to the basics they neglected for so long, including prospecting and relationship-building  More

• Smart distributors know: A recession is a terrible thing to waste

  By Tom Reilly, March 1, 2009
  To paraphrase Paul Romer, Stanford economist, a recession is a terrible thing to waste. Implicit in this optimistic decree is the reality that some companies emerge from recessions stronger and better for the experience. In the last recession, 40 percent of U.S. industrial companies toppled from the top quartile of their industries; 24 percent moved from the bottom to the top quartile in their...  More

• NAW, Texas A&M announce new alliance

  By Industrial Distribution Staff, February 3, 2009
  Council for Research on Distributor Competitiveness to conduct annual educational consortia on key business topics in wholesale distribution  More

• Preventing price objections

  By Dave Kahle, December 16, 2008
  Sales expert Dave Kahle offers five strategies to help prevent price objections; the key is focusing on your behavior.  More

• New books on distribution sales and management

  By Industrial Distribution staff, December 16, 2008
  Check out these new books for the sales rep on your holiday shopping list.  More

• Cut the jargon and get to work

  by John Graham, November 18, 2008
  Marketing expert John Graham lists some outdated expressions and stale business practices every company should examine as they seek to get leaner in tough times  More

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