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More than 37 years of working in the wholesale industry taught Gary Moore a number of strategies in closing sales. But even after less than a third of... Read more
Posted in Objective-Based Selling Model
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Recent Articles
Save the Date: NAW’s 2009 Executive Summit
As the economic slowdown creates all-time lows, business owners fear that the upcoming fiscal year may become a recurring nightmare. But what one association wants to prove is that wholesaler-distributors... Read more
November 20th, 2008
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Economists: All Signs Point to Deflation
Consumer prices dropped in October by 1.0 percent – the largest decline ever measured by the Bureau of Labor Statistics, and a sure sign to economists that prices are deflation.... Read more
November 19th, 2008
October Gasoline Prices Lowest Since 2005
The Bureau of Labor Statistics reported today wholesale energy and gasoline prices dropped dramatically in October – ultimately, a stark indication of decreasing demand resulting from the global economic downturn.... Read more
November 18th, 2008
Q&A: NAW’s Jade West
For business executives, a new administration could bring a new laundry list of concerns to present. But Jade West, National Association of Wholesaler-Distributors senior vice president of government relations, found... Read more
November 17th, 2008
NRF: Fewer Online Retailers Expect Sales Increase This Holiday Season
Though the Internet will remain a popular destination for shoppers this holiday season, fewer retailers expect their sales to increase significantly, according to a recent survey. The National Retail Federation... Read more
November 14th, 2008
U.S. Exports Rise by 16.9 Percent
U.S. exports have risen since January by 16.9 percent to $1.41 billion in September, to levels 8.8 percent higher than in 2007, according to the U.S. Department of Commerce. “Although... Read more
November 13th, 2008
Retail Cargo Traffic Now Estimated to be Lowest Since 2004
Experts now predict that 2008 retail cargo traffic will be the lowest since 2004 – a sign of cautious behavior from retailers this holiday season. The National Retail Federation now... Read more
November 12th, 2008
Back-to-School Sales: What Do They Say of the Holiday Season?
In attempts to prepare for the upcoming and largely unpredictable holiday season, retail stores and experts debate whether they can rely again on back-to-school sales figures for answers. Including back-to-college... Read more
November 11th, 2008
With China as Leading Clothing Exporter, U.S. Trade Associations Demand Fair Practice
As world trade growth slipped to 6 percent last year, U.S. trade associations and experts still debate about how its nation can possibly fare in a global clothing market with... Read more
November 10th, 2008
Hot Topic: Organic Cotton and Clothing
Jeans and T-shirts: fashion staples for the consumer, but also environmental statements for apparel companies — that is, with the use of organic cotton. Grown sans the use of harmful... Read more
November 7th, 2008
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How Are Small Businesses REALLY Doing?
Q: Are small businesses really having a hard time right now? Everything seems OK to me. Sure, gas prices are higher, but all in all, things are fine. Phil A:... Read more
October 8, 2008
How To: Go Lean in Distribution
As some sort of business nutritionist, Dr. Perry Daneshgari has prescribed to over 300 companies a diet of lean operations – cutting out wasteful activities that drive up internal costs.... Read more
October 9, 2008
How I Did It: Selling Wholesale Direct-to-Consumer
Pablo “J.P.” Kochen created Wholesale Furniture Collections so that he could sell and ship to any customer, in any state. His main motivation: the stories he kept hearing from customers... Read more
October 20, 2008