Issue link: https://www.e-digitaleditions.com/i/571132
September/October 2015 3 www.feda.com C O V E R S T O R Y September/October 2015 10 How Effective is Your Incentive Plan? One of the first steps to creating a good compensation plan is deciding what you want your sales team to do. It sounds like an easy question, but coming up with the answers can be tricky, says Dave Kahle, the author of Transforming Your Salesforce for the 21st Century. Learn why many of the plans he evaluates often fall short. F E A T U R E S 4 President's Message "Choose Your Partners Wisely" 6 Industry Insights "Freight Class Changes are not a Foregone Conclusion" Kevin Brink, ReTrans Freight 8 Association Highlights "It Pays to Share Your Educational Benefits" 26 Foster Frable "Valuing Good Design and Following Industry Practices" Mobile Factoids from Grainger • Grainger's mobile activity has increased 400 percent in the past 12 months. • Over 50 percent of its users feel comfortable ordering over mobile devices. • Google reported that one in seven searches are done on mobile devices. • Grainger's mobile app accounted for about 40 percent, $23.4 million, of its 2014 ecommerce sales. D E P A R T M E N T S 14 Turbocharging Your Strategic Account Management Best Practice Tips to Help You Better Serve Your High-Profit Customers 18 10 Questions for Next-Generation Managers Planning for the Future Should Start "Now," says Family Business Consulting Group's Craig Aronoff 24 Thinking About Investing in ERP? Then this is a Must Read from Consultant Jason Bader 29 Is it Time to Revise Your Incentive Plan? Take this 10-Question Test and Find Out 30 Headliners Guess Who's Opening and Closing the 2016 FEDA Convention 32 Avoiding the CRM Trap And What You Can Do to Succeed 36 If I Could Start Over Words of reflection from Stanford Professor and Consultant Joel Peterson on keys to succeeding in business and in life.