Progressive Distributor online exclusives

	A simple contract You can motivate employees to create a kinder, gentler (more prosperous) workplace...
	Recruit your way to the top Essentially a sales manager's primary responsibility is to recruit, train and motivate his or her sales force to achieve peak performance...
	Show and tell When customers participate in the selling process and are guided to discover a feature or benefit on their own, they will be inclined to believe it!
	Why good salespeople often turn into mediocre sales managers The rule is that few good salespeople make good sales managers. Understanding what makes a good salesperson can help you avoid this result...
	The upside to the downturn Seven ways to strengthen your business during economic tough times. Here are a few tips for steering your business through the economic downturn...
	The lost art of shutting up Watch the debates or just pay attention in the next business meeting and you'll see it's true — too many people just don't know how to shut up. A new book by Mike Staver teaches you how to know when to speak up and when to zip your lips!

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From our latest print version

Cover story
The quality method
Quality Mill Supply has demonstrated that it can help Midwest manufacturers compete in a global marketplace by focusing on total cost, not price...

Editorial
Gear up, don’t hunker down

Sales management
Turning urgency into action
Great leaders recognize that tough times create a rare opportunity to make dramatic improvements...

Distribution management
Green is good
Recycling programs can help distributors save money and improve the environment...

Wholesale helpers
Distributors turn to wholesalers to help them navigate rough financial waters...

E-business
A step up
By eliminating steps in the picking and packing process, All Fasteners gains inventory management efficiencies...

Mistakes and omissions
Why some systems are decreasing customer service, margins and inventory profitability...

The perception factor
So you call yourself a sales professional
In this issue, Malcolm "Mac the Strap" Mills and Frank "Gosh I Hate Tests" Hurtte explore the issue of the Certified Sales Pro...

Product sales training
Cutting new territory
Circular saw blades aren’t just for wood anymore. With purpose-built blades, they can also tackle metal...

Attention distributors! Maximize your sales force’s productivity. The new book Restructuring the Distribution Sales Effort for Maximum Productivity, from distribution industry consultant Scott Benfield and Progressive Distributor editor Rich Vurva is available now. Did you know that inside and outside sales forces are 30% to 40% of the typical distributor’s operating expenses? To learn more about this important book, click here.