Newsletter

         Profiles 18 "Visionary" companies and identifies the common
    traits which enabled them to continually surpass the competition. 
    Companies profiled include 3M, IBM, Marriot, and Nordstrom. 
    Good reading for any size company looking to strengthen its
    posistion in a changing market.

The One to One Future by Don Peppers and Martha Rogers

         Provides insight on the trends away from "mass marketing" to a
    more individual customer focus.  A highly applicable book within
    the jan/san distribution industry, as differentiation comes more
    from customer treatment than pricing (anybody can deep pocket
    pricing, but not everyone knows their customer base inside & out)
    Great book to provide for your sales force or President.

Tom Peters Seminar by Tom Peters

         An amalgamation of Tom Peters’ theories.  Good stuff if you
    like Peters, but occasionally redundant.  Not always applicable to
    the "Small Business" nature of jan/san industry, but certainly good
    ammo for business owners whishing to differentiate themselves
    through unconventional thinking.

Guerilla Marketing Excellence by Jay Conrad Levinson

         Outstanding refresher for small businesses.  Stuff we already
    know, but probably don’t act on.  Fifty short, encapsulated
    chapters each share a high-powered marketing idea that any
    distributor could use today.  Try one a week and keep what
    works.

Growing Pains: How to make the transition from an "Enepreneurship" to a "Professionalized" Organization
(check www.amazon.com for author)

    	GREAT Book for companies in transition or growth.  Especially
    for companies passing the $5 - 10 million threshold.  Step-by-step
    instructions on building an infrastructue that will enable long term
    growth.  This book has been very helpful to Pacific Paper in
    identifying our needs and gaps as we grow, in personnel, systems,
    and processes.  Highly recommend.