January 2004    Training Opportunities l Profit Tools

                                  Industry News l SEDA News

Who Makes What? The SEDA 2004 Employee Compensation Study

One of the major challenges facing business owners is in establishing a fair and adequate compensation system for employees. In trying to establish a sound compensation system managers are continually looking for benchmarks. SEDA has joined together with more than 30 other distribution trade associations in sponsoring the largest cross-industry compensation survey ever conducted. It is anticipated that approximately 2,000 firms

will take part. With such a large sample, SEDA members will receive a wealth of information. DETAILS

TRAINING OPPORTUNITIES

University of Industrial Distribution Offers Valuable Training to Distributors

The University of Industrial Distribution (UID) is being held March 7-10 at the Indiana University/Purdue University in Indianapolis, Indiana. The program is unique not only because it is specific to distribution, but also because attendees have the ability tailor their learning to their specific needs by choosing from among the numerous sessions offered. DETAILS

Fall QSSP Class Graduates 32

The fall session of the QSSP (Qualified Safety Sales Professional) course concluded on November 14, 2003 in Louisville, Kentucky. Thirty-two attendees passed the course and were very excited about the training. DETAILS

"Crushing Price Objections" Webinar Scheduled for March

SEDA is co-sponsoring a virtual seminar, or “webinar” on March 2, 2004 featuring noted speaker and sales consultant Tom Reilly. Entitled “Crushing Price Objections”, the 90-minute seminar will help your sales team turn customers’ focus on price to the total value you provide.  DETAILS

SEDA Produces Advanced Inside Sales CD

Because the role of inside sales in member companies is changing and becoming more complex, SEDA is cooperating with twenty other distribution associations to create a CD-ROM-based training course to teach inside salespeople new skills to meet the challenges. The Advanced Inside Sales CD contains three courses:  Pricing, The Complex Sale, and Quantifiable Value Added Selling. DETAILS

PROFIT TOOLS

Is Your Value Proposition Really Working?

In recent years distributors have worked very hard to enhance the value they provide to customers. Operationally, service levels have been increased, order cycles have been shortened and error rates have been lowered. From a personnel perspective, customer service has become the way of life. DETAILS

INDUSTRY NEWS

Responder Knowledge Base Takes Shape

Safety equipment distributors and manufacturers should be familiar with a new online database designed to help local fire, police and EMT responders identify proper PPE. The Responder Knowledge Base went live October 31 and provides easy access to product information and consolidate the product listings of the Inter Agency Board’s Standard Equipment List (SEL) and the Office of Domestic Preparedness’ Authorized Equipment List (AEL). DETAILS

Two New NAW Publications of Interest to Wholesaler Distributors

A new edition of NAW's Facing the Forces of Change will be available in March 2004. The group has also added What's Your Plan? Smart Salesforce Compensation in Wholesale Distribution to its bookstore. SEDA members qualify for discount prices. DETAILS

SEDA NEWS

Safety is Special Wins Circle of Excellence Award

SEDA’s marketing insert in the August issue of Occupational Health & Safety magazine won first place in the Public Relations category of the Maryland Society of Association Executives’ 2003 Circle of Excellence Awards. DETAILS

SEDA Members Approve Bylaws Change

SEDA’s distributor members recently voted to change the SEDA by-laws in order to modernize them and encourage new SEDA members to join the organization. DETAILS