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C O V ER S TO R Y September/October 201 2 F E A T U R E S 16 Doing Business with a Financially Troubled Company Extending credit is a risky business but fortunately the law provides some rights and remedies to avoid a loss, says FEDA's Legal Counsel George Keeley,who discusses a number of preventative measures to protect your bottom line. 10 Sabotaging Sales Taking on the notion that "experience equals trained" and other long-held beliefs in the realm of sales manage- ment, sales consultant Jim Pancero explains how sidestepping training for your sales manager could be stunting your company's growth and,more importantly, its profit potential.True to his claim of being the sales manager's coach, he also provides plenty of mate- rial for sales managers to use during what he calls the mandatory one-hour weekly sales coaching meeting. Have a Purpose A strategy without a purpose is kind of like an essay without a topic. Why are you on Facebook again? What's the value of that to you? What's the value of that to people you want to engage with there? Give that some thought. The clearer your pur- pose, the higher the degree of engagement. Source: The BrandBuilder Blog www.feda.com 20 The Food Shield Challenge Columnist Foster Frable explains how NSF regulations regarding food shields are impacting foodservice design and airs his concerns about current requirements. 22 Headliners Meet the opening and closing speakers for the 2013 FEDA Convention 26 Building a Solid Bench of Talent Do you have a process in place to train the next generation of leadership? Distribution expert Jason Bader shares what happened when one of his clients discovered his company was void of qualified candidates to fill a key management position. Also included are steps to get you started. 33 Quotables: Luck 14 Sales Manager Q&A Learn how some FEDA sales managers spend their time and more results from the recent FEDA Sales Managers Survey. D E P A R T M E N T S 4 President's Message "The Amazon Effect andWhat it Could Mean to Our Industry" 6 Industry Insights FE&S Hall of Fame Inductee David Stafford Sr. on "StayingTrue to the Core" September/October 201 2 3 8 Association Highlights "Do the Job in Front ofYou"