Issue link: https://www.e-digitaleditions.com/i/314415
May/June 2014 3 www.feda.com 12 Aboard the USS Enterprise CVN-65 What does the crew of a nuclear aircraft carrier have in common with a first-class distributor? According to the author of The Little Black Book of Strategic Planning for Distributors—a lot! 16 Changing the Sales to Profit Relationship Euphoria and sales growth can be a lethal combination when it comes to your margins, says Dr. Albert Bates. 22 Foster Frable on Bringing Back the Dishroom 28 Talking Up Your Brand Why it's important to constantly tweak your customers' perceptions. 35 Should Your Salesperson Have Pricing Authority? By Tom Reilly 32 What's in Your Policy? C O V E R S T O R Y May/June 2014 10 Meaningful Growth After 13 years in the industry--and five years of double-digit growth to show for it it--Culinary Depot is forcing the competition to take notice. Owner Sholem Potash discusses the keys to his company's success and expert Jeff DeGraff adds his take on the right kind of growth. F E A T U R E S D E P A R T M E N T S Closing The Sale 'If you believe the close is the ultimate event, you will no doubt be limited in your success. If you respect your customers and believe they are intelligent individuals with whom you wish to have long-term and mutually beneficial relationships, your goal should be to provide them with products and services that will make them successful.' Jeff Thull, CEO of Prime Resource Group 4 President's Message "A Rising Tide Lifts All Boats" 6 Industry Insights "What Makes a Great Rep?" Thomas Wienclaw, President TriMark S. S. Kemp 8 Association Highlights "The Torch is Passed" 18 Ideas to Grow By - Ace Mart on creating a Social Media Policy - Matching Your Supplier's Price Reductions 24 Tech Talk "Growing Your Business Online, Part II" Struggling with how to craft your social media policy? You're not alone, according to HR Expert Nancye Combs. She's helped employers write dozens. Check out her tips on how to stay in compliance with the National Labor Relations Board, as well as a sample social media policy.