Today’s Headlines

Sandvik to cut workforce
11/20/08 – Sandvik AB, the world's largest maker of cutting tools, will eliminate 1,500 jobs in its materials division and is cutting 900 temporary positions after demand from automotive and engineering customers fell "significantly."

Brady plans job cuts
11/20/08 – Brady Corp. plans to reduce its workforce by approximately 10 percent in the second quarter and implement a company-wide salary freeze...

Grainger to combine Industrial Supply and Lab Safety Supply businesses
11/20/08 – Grainger president and CEO James Ryan told analysts that the company plans to combine its Lab Safety Supply and Grainger Industrial Supply businesses...

Six minutes on presenting your value in tough times
From Frank Hurtte, River Heights Consulting

Survey: Manufacturers pessimistic about 2009
11/20/08 – Two-thirds of U.S.-based industrial and manufacturing executives responding to a recent survey are pessimistic about the U.S. economy’s prospects in the next 12 months...

Munnell & Sherrill joins IDC-USA
11/20/08 – Bearing and power transmission co-op IDC-USA added nine locations with the addition of Munnell & Sherrill to its distributor membership roster...

Industrial production rises
11/18/08 – Industrial production increased 1.3 percent in October after a decline of 3.7 percent in September, according to the Federal Reserve...

More industry news
   MAPI survey: Manufacturing to sink further
   Sales, earnings decline at Home Depot
   ITW reports 8.8 percent growth
   Study: Manufacturing cost disadvantage narrows
   Power Tool Institute establishes method to rate drill torque
   Jergens acquires Bock Workholding

Progressive Distributor online exclusives

	Simple steps to reducing branch transfers (Part I) Distribution expert Jason Bader writes that, to most distributor operations managers, transfer should be a four-letter word. No practice gives us more fits than moving product around our locations...
	Simple steps to reducing branch transfers (Part II) Managed properly, replenishment through transfer can significantly reduce surpluses at the branch level. It just takes a coordinated effort...
	Defeating the De-Motivator Doubt is a silent killer. We transmit feelings of doubt to others through subtleties in our body language, facial expression and tone of voice...
	How to build trust and rapport quickly If you're working hard, but aren't consistently generating enough sales and getting referrals, chances are it's a matter of trust...
	5 ways to increase productivity With the economy in bad shape, you drastically need to improve productivity. Sometimes the smart decision is the opposite of what you think you should do...
	Employee theft solved! Buildup is a building supply wholesaler with a problem. Two consecutive audits uncovered thefts of copper line sets from Buildup’s warehouse...

Click here for more online exclusives

From our latest print version

Cover story
Uncommon loyalty
In a highly competitive market, Iowa Machinery & Supply discovers that loyalty to suppliers results in loyal customers...

Editorial
Back to basics

Distribution management
Changing times
A new Frank Lynn & Associates study highlight continuing changes in industrial supply chain strategies and structures...

Sales training
High-level selling
This how-to article on conducting customer business reviews will help your sales team stop focusing on products...

The perception factor
Malcolm and Frank at the movies
Our popular dueling columnists tackle the topic of loyalty. Does anyone remember what that was?

E-business
Do you really need a new system?
Here are some steps to help you make the best decision for your company...

Product sales training
Don’t take the fall
Fall protection varies based upon the type of work contractors perform. Make sure your customers are using the right tool for the job...

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.