2007 Q4 PDF File

Download the PDF file 2007 Q4

Why We Belong

In the early 1990s we were told by the experts that there would be no need to have trade shows or conventions because people would just network on their computers and the days of major conferences were over. Well, just like the prediction of a “paperless society,” computers and the internet have made enormous changes in our businesses and society but still have not eliminated the need to belong.
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Coming of Age

The end of a calendar or fiscal year always brings retrospection and 2007 is certainly no different. Though it seems just like yesterday, it has now been three years since Gary Ebben stepped aside and I journeyed north to fill the void. Much has taken place at NARMS in the interim including what many would say is an organization that has come of age. Many of us have read novels or watched films that describe themselves as “coming of age” media; you know the type of story where the protagonist is initiated into adulthood through knowledge, experience, or both, often by a process of disillusionment. A virtual epiphany comes after the dropping of preconceptions, a destruction of a false sense of security, or in some way the loss of innocence.
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Members Named in SPARC Awards

A number of NARMS International member companies gained industry recognition at the recent Supplier Performance Awards by Retail Category (SPARC). Sponsored by Retailing Today and in its 30th year of awarding honors, the SPARC Awards are the only vendor recognition awards program in the industry, honoring vendors and manufacturers in 54 different categories.
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NARMS To Partner with Synergy Systems

Changing technologies have paralleled the growth and reporting strategy of NARMS member companies during the association’s 13-year history. Recently NARMS announced its partnership relationship with Associate Member, Synergy Systems, Inc. allowing for a Collaborative Network System platform to become available to all NARMS members.
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Growing with NARMS Today

This issue marks the addition of a couple of new articles that we hope will only help continue the evolution of NARMS Today into more of a “magazine” format of interest and benefit to members. Newsletters historically reflect the capture of ideas, news, and thoughts of one person; while magazines share as a collection of articles, stories, poems, etc. from a number of different people. We aspire to be that sort of broad collection.
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Prepare to Survive

The industry is experiencing tremendous turmoil! Frazzled business owners, executives and their staff members are experiencing tension, apprehension and stress as they attempt to make the right decisions to position their companies for future business. The changes in this industry are so drastic that I liken it to suddenly being faced with everyone being required to drive on the left side of the road. Take a few seconds to visualize the chaos and the basic changes this would require in how we drive our vehicles.
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New Leadership Elected for IFBA

Jim Hall, Riteway Sales and Marketing, Lakeland, FL and Steve Horowitz, Co-Sales Southern California, Sherman Oaks, CA have been elected to serve as Chair and Vice Chair for the IFBA Division as part of an election process conducted at the recent meeting of the IFBA Division Committee. Meeting in Chicago, IL at the tail end of the PLMA meeting, the IFBA group first adopted a Governance Guidelines package that includes duties and responsibilities for the general membership of the IFBA group, the Division Committee, Executive Committee and respective Sub-Committees, currently consisting of Advertising/Branding; Membership; Manufacturer Relations and Top to Top Business Conference. Elections were then held resulting in Hall and Horowitz’s leadership service opportunity.
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Reflections

Life in the trenches of college football and 11 years in the NFL prepared Dan Sullivan well for life in the food broker business. Overcoming long odds, working as a team to achieve and appreciating good competition were just a few of the life lessons along the way for Sullivan.

Now a Senior Vice President in Sales & Marketing for ESM – New England division of Waltham, MA, Sullivan lived out the dreams of many a sports enthusiast as he played in a College All Star Game against the Green Bay Packers, was part of three NFL Conference Championship teams and one NFL Championship squad and also played in two Super Bowls.
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You Can Always Sell More

Welcome to our third article in the series “You Can Always Sell More: How To Improve Any Sales Force!”

NARMS International, in partnership with GreatSalesSkills.com is offering this article series to help you improve your sales organization and increase your competitive advantage. Two versions of each article are available. The first is this abridged version published in this magazine. A more complete article including extensive action suggestions is also posted at www.GreatSalesSkills.com/NARMS. Register by entering your e-mail address and ‘NARMS’ as your password.
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