April 8, 2005 E-Mail news for the wholesale distribution industry
News and Trends 
Kennametal sheds supply chain management, logistics unit
Kennametal has reached a definitive agreement to sell its Full Service Supply business to U.S.-based Ferguson, an integrated supply and distribution subsidiary of Wolseley PLC, for about $41 million. Full Service Supply provides integrated supply chain management and logistics to large and midsize metalworking plants.   Industrial Distribution (4/5)
Lower cost may end "a la carte approach" to PLM solutions
Although product-lifecycle-management systems, which manage a product from conception to manufacture to service and retirement, have become a permanent factor in the manufacturing industry, most manufacturers use only a piece or two of its capabilities. The big drawback to widespread adoption of PLM has been cost, writes IndustryWeek, but the price tag is coming down.   IndustryWeek (4/2005)
W-Ds look for new revenue sources as drugmakers clamp down
Drug manufacturers increasingly are attempting to keep supply and demand more in balance by putting an end to the practice of "speculative buying," where wholesalers purchase drugs ahead of manufacturers' price increases, then hoard the drugs until higher prices kick in. Wholesaler-distributors are fighting back by implementing a "fee for service."   Investors Business Daily (4/4)
Survey: Most U.S. workers not saving enough for retirement
The 2005 Retirement Confidence Survey conducted by the Employee Benefit Research Institute has found 65% of respondents say they are very or somewhat confident of their nest egg, even though only 42% of them calculated their needs for retirement. Experts say the survey reveals problematic misperceptions among American workers and shows their confidence likely is misplaced.   Newsday (4/5)
  Unemployment rate falls, but job gains fall short: The Labor Department reported the unemployment rate fell to 5.2% in March, down from 5.7% the previous year. Economists, however, noted that the addition of 110,000 jobs in the month fell short of predictions that were above 200,000 jobs.   The Washington Post (free registration) (4/3)
  A Better and Easier Way to Improve Warehouse Operations
Read twelve case studies of companies noted for their Warehouse and Distribution Center Operations to learn how organizations can improve the efficiency and profitability of their warehouse operations through resource based costing. Click here to read these case studies.
 
Best Practices 
Metals industry changing at "breathtaking pace"
In an introductory letter, the publisher of Forward maintains the metals industry is undergoing a period of rapid change and consolidation, which is causing every player in the industry to rethink their business model.   Forward (3/1)
IM users vulnerable to harmful virus attacks
Now is a good time for companies to preempt the possibility of a damaging attack to their instant messaging client and secure their IM, observes analyst Michael Osterman of Osterman Research. "If a user receives a virus via IM, it can have the same destructive impact that e-mail-borne viruses can have," Osterman says.   Line56 (4/1)
  Make Your Warehouse Talk!
See how companies are taking warehouse performance to new levels by opening a two-way dialogue between their warehouse management system and DC teams. Download Tompkins Associates' white paper comparing voice vs. handhelds, and see how one company saved nearly $1.3 million the first year with Vocollect's Voice-Directed DistributionTM.
 
Sales 
Frontline activities can foster sustained dialogue with customers
"Building relationships is a process, a set of actions, and not an event," says George Reavis, founder of ThankingCustomers.com. He outlines his five-step process for building a continuous dialogue with customers:
  • Thank: Builds recognition and leads appreciation.
  • Invite: Demonstrates intentions, which leads to commitments.
  • Ask critical questions: Creates attention and leads to long-term focus.
  • Get feedback from activities: Keeps associates engaged at a high level.
  • Share assessments: Develops opinions that foster dialogue.   CRMGuru (4/1)
  Most Importers need Distribution Requirements Planning (DRP) instead of Order Point, Line Point, and EOQ logic. Prelude's Advanced Distribution System (ADS) satisfies its importer-distributor customers, who have specialized requirements with lead times greater than one month. To learn, more visit http://r.smartbrief.com/resp/javMkxbiDimWpRBF and look for "The World of the Importer-Distributor".

 
  Global trade is impacting distribution companies. Your customers demand higher quality at lower prices while you have to maintain or improve your bottom lines. These issues have led to the expansion of the supply chain beyond traditional geographical boundaries. TECSYS can help you meet these importation challenges while remaining competitive. Click here.  
 
Interested in learning more about advertising in NAW SmartBrief? Contact Aaron Kaliner at (202) 737-5500 x237 or mailto:akaliner@smartbrief.com
 
Small Business Manager 
Focus on growing your business the right way
A fast-growing business can be a stressful place for employees and leaders, and it's easy to lose big-picture focus amid all the excitement. Be sure to take time with important steps such as hiring and immediately address any issues that could be threats to business.   American City Business Journals/Birmingham (free registration) (4/4)
Executive Life 
Columnist: Readers say out with "imperial CEOs"
Wall Street Journal business columnist Alan Murray says his readers feel that change at the top of a business is good. One reader wrote, "Like presidential terms ... a compulsory retirement age, no matter how arbitrary it appears, provides a smooth transition for new blood to move to the top."   The Wall Street Journal (subscription required) (4/4)
Atherton 94027
While it might lack the cachet of Beverly Hills or Park Avenue, Atherton, Calif., in Silicon Valley is America's richest ZIP code, based on average annual income and real estate prices. Find out what makes the rich different in this survey of America's 50 richest ZIP codes.   Advertising Age (free registration) (4/4)
NAW Insider 
Hertz announces the end of blackout dates
All non-expired Hertz dollars-off coupons are now good all the time. This means dollars-off coupons are valid for vehicle pickups at Hertz corporate locations in the U.S., Canada, Puerto Rico, and U.S.V.I. every day through 2005. NAW members and affiliates can enroll in the NAW/Hertz Business Account Program online here, and enjoy current Hertz offers.
Boost warehouse efficiency
Ken Ackerman's new book "Auditing Warehouse Performance" provides the tools you need to develop an operations audit system for your warehouse. Purchasers also receive 12 free issues of Ackerman's "Warehousing Forum" newsletter. Click here.
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Weekly Poll 
Are you looking into ventures in emerging markets?
On Monday, we asked if you were looking into ventures in emerging markets? About 75% said no, about 15% said in Asia, about 6% said in Latin/South America, about 3% said elsewhere and about 1% said in Africa.

SmartQuote 
Tact consists in knowing how far to go too far."
--Jean Cocteau  
  

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