NAW National Association of Wholesaler-Distributors

Description

Price for Success: A Practical Guide for Improving Margins in Wholesale Distribution presents strategies, tactics, and case studies to help executives, sales managers, and pricing managers build a pricing foundation for improved margin management and long-term profitability. This book draws from three primary resources: survey responses from 200 wholesale distribution executives, in-depth interviews with 50 senior distribution executives, and the experiences of Advanous’ team members who provided margin management services to numerous distributors across diverse lines of trade.

What Readers Have to Say

"Nothing is more critical to profitability and yet more poorly managed in distribution businesses than pricing. Lacking tools, information, and accountability cost distributors millions of lost gross profit dollars daily due to the result of bad decisions. Education, training, support, direction, and accountability are critical to success. Advanous has delivered a source and means by which we have realized significant improvement."

— Jim Robison, President and CEO, Walco International

"Price for Success: A Practical Guide for Improving Margins in Wholesale Distribution provides a clear pathway to increased profits for distributors and wholesalers. As one of Advanous' first clients, I've seen firsthand the dramatic results that sophisticated margin management can yield."

— Brett S. Himes, Senior Vice President and CFO, SourceOne Healthcare Technologies, Inc.

"Price for Success is well researched and speaks to the experience of Advanous by being realistic and current in its content. This book does a nice job of breaking the margin-management process down into manageable segments and helps to shed light on the ‘dark science’ of margin management. I believe it is a great roadmap for any distributor looking to address profitability."

— Tony Watson, Profit Enhancement Project Manager, Ferguson , a Wolseley Company

"I found Price for Success to be a thorough and practical guide for establishing an effective pricing system. Advanous' suggestions are solid and to the point. The implementation plan has the merits of being both flexible and workable. I highly recommend this book."

— Frank Roderick, Director, National Pricing, Graybar