News and Trends

• Analysis: McKesson has potential as takeover target
  McKesson Corp.'s earnings during the rest of this year aren't apt to overly impress Wall Street, according to this article; however, some investors say the drug distributor, with its affordable shares, impressive reputation and strong balance sheet, may be a candidate for acquisition should the merger market heat back up. The Wall Street Journal (10/25)

• Avnet: M&A activity contributed to sales growth
  Avnet Inc. said mergers and acquisitions contributed to its 12.3% year-over-year sales growth in the September quarter. "While year-over-year organic revenue growth slowed to 2.3 percent this quarter, positive contributions from acquisitions contributed to continued year-over-year improvement in key quarterly financial metrics including operating income, EPS and return on capital employed," said the distributor's chairman and CEO, Roy Vallee. EDN (10/25)

• Q-and-A: Economist's prediction for recession
  Economist and speaker Alan Beaulieu discusses his forecast for a recession in 2009 and 2010, with potential contributing factors being such things as the housing decline, higher interest rates and retirements among baby boomers, although he concedes his theory has its critics. Modern Distribution Management (10/24)

• Other News

• Grainger invites local contractors to check out expanded facility
  Contractor Magazine (10/24)

• Pharmed Group to leave distribution, focus on manufacturing
  American City Business Journals/South Florida (10/24)

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Best Practices

• Analytics has potential to transform CRM
  Analytics, or computer programs that analyze enterprises' customer metrics, are on the verge of making a big splash in CRM. Software vendors are working to make the technology easy enough for sales professionals to use, and the simplification is expected to boost the trend. Selling Power (free registration) (10/3)

• Programmed self-expectations often prevent change
  The brain's "psycho-cybernetic mechanism" programs the subconscious mind to prevent deviation from set patterns, but those patterns can be reset, says John Assaraf, author of "The Street Kid's Guide to Having it All." DaveKahle.com (10/16)

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Sales

• Set goals, find success
  Sales managers can find success by focusing on targeted growth accounts. Some tips for managing this type of account include selecting the right accounts; profiling the customer; and defining goals. CEO Strategist (10/10)

Hot Topics

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

• Ten tips for growing a strong sales territory (CEO Strategist)

• Identifying traits of inept leaders (Fast Company)

• Study: Swearing in the office isn't all bad (Inc.com)

• Survey: Distributors give positive outlook, adapt to technology (Purchasing.com)

• Learn to spot the subtle signs of deception (Entrepreneur.com)

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

Small Business Manager

• Sometimes it's the clients who need to be fired
  If an overly demanding client is taking up too much of your time or driving you crazy, it may be time to send them packing, several business leaders suggest. Some take the time to cater to exhausting relationships, but an evaluation of the full toll that client is taking may reveal that it's just not worth it. Bloomberg BusinessWeek (10/29)

Executive Life

• Rangel plan extends charitable incentives, excludes donor-advised funds
  The tax bill unveiled Thursday by House Ways and Means Committee Chairman Charles Rangel, D-N.Y., would extend charitable incentives such as allowing tax-free donations to charities from IRAs. The extension covers donations to churches and public charities, but excludes donations to donor-advised funds, foundations and other organizations. BNA (subscription required) (10/26)

• Study: Decaf coffee drinkers get more caffeine than they realize
  A recent consumer test found that decaf coffee from chains such as Dunkin' Donuts, Starbucks, 7-Eleven and McDonald's varied in caffeine content, with McDonald's registering the lowest caffeine level. The test showed that regular consumption of decaffeinated coffee may result in individuals consuming more caffeine than they expect. The New York Times (10/25)

NAW Insider

• Brand-new Official Guide to Wholesaler-Distributor Financial Success
  The three-volume Official Guide to Wholesaler-Distributor Financial Success shows you and your staff at all levels how to transition to financial management thinking. Use these volumes with your employees so that together you can help your company consistently perform in the top quartile of your line of trade. Buy these three volumes individually, or save when you buy them as a set.

• Order best-selling Facing the Forces of Change report
  Facing the Forces of Change®: Lead the Way in the Supply Chain by the NAW Institute for Distribution Excellence is a best seller! This all-new study provides practical insights into key trends impacting the wholesale distribution supply chain and is packed with specific action ideas and planning tools that executives can use today to lead the way in their supply chains.

Weekly Poll

• Do you fire high-maintenance clients?
  After voting once, check out the real-time poll results on NAW's All Access page as often as you'd like.

	Yes, I have got enough to worry about.
	It depends on their demands and the state of the business.
	No, it is our business to make clients happy.

Front-Line Distribution Manager (Outbound) GRAINGER Los Angeles, CA (Mira Loma)

SmartQuote

Nothing is impossible. Some things are just less likely than others." --Jonathan Winters, comedian, author and artist