Editorial
Customers vote with their dollars

Sales training award
Certified professionals
Dixie Construction Products wins 2008 Progressive Distributor Sales Training Excellence Award...

Distribution management
Balance is beautiful
A balanced distribution agreement pays dividends...

Building a private label supply chain strategy
The growth of private label products marketed by wholesaler-distributors is a major trend in the new Facing the Forces of Change: Lead the Way in the Supply Chain report...

Cashing out
Your successful distribution company is more than just your most valuable capital asset — it represents the realization of your dream...

E-business
Pickin’ and grinnin’
Pick productivity at C.C. Dickson Co. jumped 340 percent with a warehouse management system...

Three benefits of point-of-sale programs
More and more manufacturers are requesting that their distributors provide point-of-sale (POS) data. For many distributors, this is a dreaded request...

The perception factor
What can you do when a customer demands too much?
This issue, Frank and Malcolm find themselves deep in the heart of Sherwood Forest...

Product sales training
All in hand
New high-dexterity gloves help workers stay safe and productive...

Online exclusives listed in this issue
One of the most effective sales tools
Stories and examples can be effective sales tools. Especially when the listeners have some connection to them...

Selling in two directions
John Carroll explains how sales professionals often have to sell not only to prospects, customers and clients but also to the boss, the team and their own company...

Where's the target - Opening new markets
"We can't figure out what happened," said the president of a company that had spent two years trying to break into a new market. "Frankly, we fell on our faces and we're not sure why."