Publications

Featured Publication

BRAND-NEW—Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line

This book is a collaboration of the NAW Institute and Texas A&M, two leaders in wholesale distribution education and training.

Have you ever wondered about the following questions?

  • Is it possible to achieve the ROI requirement implied by double-digit EBITDA multiples in most acquisitions?
  • What are the best practices performed by top-performing firms that differentiate them in terms of profitability/ROI?
  • Is there a systematic framework of best-practice implementation that can be adopted by wholesaler-distributors?
  • How do best practices enhance shareholder value?
  • Where is the link that connects process to profitability?

Authors Barry Lawrence, Senthil Gunasekaran, and Pradip Krishnadevarajan of Texas A&M University answer these questions and more.

The best practices in this book were developed from actual experiences of real distribution firms across our industry. This book is not academic modeling or theory. In addition to powerful distributor best practices, Optimizing Distributor Profitability includes a five-step methodology with clear how-to-implement ideas and tools; more than 120 helpful exhibits; and a separate, over-sized Distributor Profitability Framework map to help you carefully follow how business processes and financial drivers are linked to enhance shareholder value. 

New Releases

All Publications

Distribution Online Courses

Financial Management

  • Distributor Executive's Guide to the Art of Top-Quartile Financial Performance—Volume 3
    Brent R. Grover
  • Distributor Manager's Guide to Departmental and Branch Financial Excellence—Volume 2
    Brent R. Grover
  • Exploring the Financial Fundamentals of Distribution—Volume 1
    Brent R. Grover
  • Official Guide to Wholesaler-Distributor Financial Success—Three-Volume Set
    Brent R. Grover
  • The Acquisitive Distributor: 4 Keys to Success When Buying a Wholesale Distribution Business
    Brent R. Grover

Human Resources Management and Training

  • NEW—Driving Distributor Sales Beyond: Best Practices for Outselling Your Competitors
    Dirk Beveridge
  • Smart Investments: Developing Top Performers in Wholesale Distribution
    Susan Levering, Ph.D.

Profit, Pricing, and Operations Improvement

  • BRAND-NEW—Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line
    F. Barry Lawrence, Ph.D., Senthil Gunasekaran, Pradip Krishnadevarajan
  • BRAND-NEW—Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins
    Brent R. Grover
  • Lean Operations in Wholesale Distribution
    Dr. Perry Daneshgari, Michelle Wilson
  • More to the Bottom Line: Customer Profitability Tools for Wholesaler-Distributors
    Brent R. Grover
  • NAW Online Course: Quality Processes in Distribution
  • Price for Success: A Practical Guide for Improving Margins in Wholesale Distribution
    Advanous
  • Price for Success: An Online Course for the Wholesale Distribution Sales Team
  • Profit Myths in Wholesale Distribution: The Truth About Sales, Margins, Inventory, and Expenses
    Albert D. Bates, DBA
  • Value Focused Management in Wholesale Distribution: A Blueprint for Success
    Gerhard Drechsler

Sales Management

  • 5 Fundamentals for the Wholesale Distribution Sales Manager
    Tim Horan, Steve Deist
  • Essentials of Profitable Inside Sales in Distribution©
    Jim Olsztynski
  • How to Excel at Distributor Sales, Third Edition
    Dave Kahle
  • NEW—Driving Distributor Sales Beyond: Best Practices for Outselling Your Competitors
    Dirk Beveridge
  • Objective-Based Selling™ in Wholesale Distribution: Four Keys to Selling More at Higher Gross Margins
    Gary T. Moore
  • Restructuring the Distribution Sales Effort for Maximum Productivity
    Scott Benfield, Rich Vurva
  • The Distributor Specialist: Customer Champion, Profit Generator!
    Frank E. Hurtte
  • Transforming Your Sales Force for the 21st Century, Second Edition
    Dave Kahle
  • What's Your Plan? Smart Salesforce Compensation in Wholesale Distribution
    Mike Marks, Mike Emerson

Supply Chain Management

  • NAW Online Course: Manufacturer-Distributor Relationships
  • Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully
    Mike Marks, Tim Horan, Mike Emerson

Trends in Wholesale Distribution

  • Facing the Forces of Change® and Outlook 2009 Bundle
    Adam J. Fein, Ph.D.
  • Facing the Forces of Change®: Lead the Way in the Supply Chain
    Adam J. Fein, Ph.D.
  • NEW—2009 Wholesale Distribution Economic Report: Building Material and Construction Wholesale Distributors
    Adam J. Fein, Ph.D.
  • NEW—2009 Wholesale Distribution Economic Report: Electrical and Electronics Wholesalers
    Adam J. Fein, Ph.D.
  • NEW—2009 Wholesale Distribution Economic Report: Grocery and Foodservice Wholesale Distributors
    Adam J. Fein, Ph.D.
  • NEW—2009 Wholesale Distribution Economic Report: Hardware, Plumbing, and Heating Equipment and Supplies Wholesale Distributors
    Adam J. Fein, Ph.D.

Warehouse and Inventory Management

  • Achieving Effective Inventory Management, Third Edition
    Jon Schreibfeder
  • Auditing Warehouse Performance PLUS Warehousing Forum newsletter
    Ken Ackerman
  • Lean Warehousing PLUS Warehousing Forum newsletter
    Ken Ackerman
  • The Time, Space & Cost Guide to Better Warehouse Design, Second Edition
    Maida Napolitano
  • Warehouse Productivity
    Pat Kelley, Ron Hounsell
  • Warehousing Tips PLUS Warehousing Forum newsletter
    Ken Ackerman

Wholesale Distribution Basics

  • 5 Fundamentals for the Wholesale Distribution Branch Manager
    James J. Ambrose
  • 5 Fundamentals Series Bundle
    Tim Horan, James J. Ambrose, Steve Deist
  • Branch Manager Fundamentals Bundle
    James J. Ambrose