News and Trends

• Distributors' local knowledge of markets, customers a prime asset
  An article in McKinsey Quarterly notes that distributors' wealth of local knowledge regarding their markets and customers is a crucial benefit that they can offer to manufacturers looking to efficiently move their products into diverse markets, and represents an advantage over manufacturers' direct sales forces. The article also notes that local distributors are more adept at assessing credit risk in emerging markets and also are better able to forecast local sales in these markets. Modern Distribution Management (12/3)

• Private labels give retailers leverage over suppliers
  The popularity of private-label items is benefiting grocers in their dealings with suppliers. For example, companies might add rebates or other offers to push their branded products. At the same time, retailers with their own branded products can push back on price hikes of name brands. The Wall Street Journal (tiered subscription model) (12/3)

• Fitch lowers Arrow Electronics, Ingram Micro outlooks
  Fitch Ratings has lowered its rating outlook for Ingram Micro from stable to negative, forecasting a steeper sales decline for the company. Meanwhile, Fitch also has revised its ratings outlook for Arrow Electronics Inc. to negative, owing to an anticipated downturn in global IT spending. CNNMoney.com/The Associated Press (12/3), CNNMoney.com/The Associated Press (12/3)

• Other News

• Sysco moving ahead with plans to build redistribution center in Hamlet, Ind.
  Post-Tribune (Merrillville, Ind.) (12/3)

	Benefits for Distributors of an Integrated Business Suite Addressing the mish-mash of disconnected applications is a key step wholesale distributors can take to gain better control and increase the efficiency of its business. This white paper looks at the value of a single integrated software suite in providing significant advantages to the wholesale distribution business.

Best Practices

• Preserve strategic expenditures during tough economic times
  Strategic expenditures, aimed at supplementing traditional capital and operational expenditure categories, can help companies enhance and preserve their strategic initiatives, this article notes. Cordoning off strategic expenditures from other categories of spending is crucial to ensuring that these funds aren't tapped into for other purposes during tough economic times. Harvard Business Review (12/2008)

• Use PR to boost marketing credibility
  Marketing is increasingly suffering from a credibility problem, with some consumers skeptical of information that is delivered through paid advertising. Boost your brand's credibility by aligning your public relations and marketing objectives. MarketingProfs (free registration) (12/2)

Sales

• Do you have your clients' best interests at heart?
  Have you ever recommended a competitor to one of your better clients? If you have, then you likely have your clients' best interests at heart, because there will invariably come a time when one of your rivals is better suited than you to provide whatever offering your customer is seeking. This is a crucial way to building your credibility with clients and showing them that they can always trust you to guide them toward the best solution for their needs, even if it doesn't lay within your own shop. Selling Power (free registration) (12/1)

Hot Topics

Top five news stories selected by NAW SmartBrief readers in the past week.

• Fed move triggers surge of refinancing activity (The Wall Street Journal (free content))

• Costco CEO describes company's successful strategy (Fast Company magazine)

• Successful salespeople offer solutions to customers (Manage Smarter)

• Don't panic -- develop strategies in tough times (Supply House Times Online)

• Airgas CEO Peter McCausland shares secrets of success (Seeking Alpha)

• Results based on number of times each story was clicked by readers.

Small Business Manager

• Small businesses at risk if big auto companies fail
  While critics of a government bailout of the auto industry may want to punish companies for mismanagement and unions for making the industry less competitive, a bailout will aid the parts suppliers, repair shops, dealers and other small businesses that will be affected if the Big Three go under, writes SBA acting administrator Sandy Baruah. The Center for Automotive Research estimates that 1.7 million U.S. jobs are at risk if any one of the three companies fails. That figure does not take into account indirect jobs. Detroit Free Press (12/3)

Executive Life

• Winter brings seasonal affective disorder
  Less sunshine in the winter can trigger symptoms of seasonal affective disorder, which strikes between 4% and 6% of the U.S. population and is more common in women in their 20s to 40s. Genetics may play a role in SAD, and for some, light therapy, psychotherapy or medication can help reduce symptoms. CNN (12/3)

• The stupidest gifts this holiday season
  The second annual top-10 list of stupid gift ideas for the holidays is posted at Stupid.com. The list includes a screaming chicken and wasabi-flavored gum balls. The past year "might have been a bad year for the economy, but it was a great year for stupidity," site founder Gary Apple says. Reuters (12/3)

NAW Insider

Weekly Poll

• Will you change your holiday spending based on the economic climate?
  

	Yes, I plan to spend less this year.
	No, I plan to spend more this year.
	I plan to spend about the same as last year.

Vice President of Distribution Uline Waukegan, IL Supply Chain Manager Piedmont Plastics, Inc. Charlotte, NC Corporate Procurement Manager Gas and Supply Baton Rouge, Louisiana Customer service representative/Export division Summit Electric Supply Houston, TX

SmartQuote

If A is success in life, then A equals X plus Y plus Z. Work is X, Y is play and Z is keeping your mouth shut." --Albert Einstein, physicist