1

Historically many manufacturers, after reviewing their current year performance, will send out 2008 price increase notices in November/December, and then send their sales people out to "cut" year end “deals” with the intent to “help” the distributor meet their purchase goals with the...

2

Sorry to all of our Yankee, Cubs and Ohio fans, but need to send congratulations to the city of champions...The Red Sox look like they could be baseball's champs for the second time in four yearsThe Patriots appear to have a strong opportunity to make it 4 out of 6And both must have trained with...

5

Many industry observers will recall when Branch Electric sold to Rexel in the spring of 2000. A number of distributors asked themselves what Chuck Steiner knew that they didn’t. Some openly felt that Steiner sold “at the top of the market”, and some quickly followed suit.Which begs the...

2

CED and USESI issued a press release October 9th that may indicate a change in business models for CED. But then again they may be setting up a successful division that will continue to grow because of the business model they follow.The operating model that CED has grown with great success has been...

3

Excellent article in the October issue of ManageSmarter, and referenced in today's NAWSmartbrief. The article, entitled "Price Cutting is for Sissies" hits on two of the key reasons why salespeople discount pricing, and amplify where companies should commit training, marketing and sales management...