Home Depot reported fiscal fourth-quarter profit of $3.35 billion on sales of $35.72 billion, both up from a year earlier, as professional sales grew faster than do-it-yourself sales. The average spend per transaction rose in the quarter, offsetting a decline in total transactions.

Per-mile insurance premiums for trucking companies of all sizes have risen by 47% in the past decade, in part because of higher damage awards, an American Transportation Research Institute report states. "Small fleets continue to pay more than twice as much per mile in premiums as large fleets, which pay almost twice as much per mile as very large fleets," the report states.

Shippers can overcome labor shortages, higher fuel prices and limited land cargo capacity by consolidating shipments, considering alternatives such as air and rail freight, maintaining good relationships with carriers and working with third-party logistics providers, writes David Buss, CEO of DB Schenker USA. "With any of these options, it's important to strike a balance between the resources needed and the benefits in reduced costs or time," Buss writes.

The question, "What does the customer need to move forward?" should be used to guide every salesperson's engagement efforts, writes David Brock. Instead of focusing on merely following the sales process, consider what's preventing the buyer from progressing toward a purchase, whether it's gaining consensus, learning about what others in their industry are doing or better understanding the problems they're facing, Brock writes.

Distributors can strengthen sales analytics capabilities by designating a "data champion" in charge of obtaining clean data, applying customer stratification and various types of segmentation, write Mark Powell and Donnie Williamson. "Hiring people who understand data -- but also know the distribution business well -- can produce qualitative and quantitative data that will prove vital," they write.

Explicitly telling employees why their work matters and the value they bring to the organization is a retention tactic that should be valued along with compensation, benefits and perks, writes Kristin Graham of Ragan Consulting Group. "Prioritize the conversations you have with employees, not to employees," Graham writes.

"Success statements" are good ways to demonstrate your business-focused contributions to senior leadership while showing off your communication, critical thinking and team leadership, writes executive coach Joel Garfinkle. "Remember that self-promotion is key in getting ahead, even when you have the best track record and great advocates speaking for you," Garfinkle writes.

Help your company develop strategic thinkers and an agile team when your employees participate in this one-week course. The NAW Distribution Leadership Program draws on the latest business practices, tailored to the distribution industry, and those business practices are delivered by award-winning faculty from The Ohio State University's Fisher College of Business. Register your leaders today!