Register Today!

Register for the Wholesale Distribution Manager's Course
June 7–11, 2010
The Ohio State University
Columbus, OH

  • Register for the Wholesale Distribution Manager’s Course, NAW’s premier development course for distribution company managers. Training is the key to a wholesaler-distributor’s success in this challenging economy, and the WDMC is all about training and development for maximum success and profitability. Distributors will get that training through classroom learning, small-group study, and networking opportunities with other distributors from across the industry.

  • More Information »

Mark Your Calendar

  • Coming in November:
    Facing the Forces of Change®
    Click here for details

Publications

Featured Publication

BRAND-NEW: How to Become an Exceptional Distributor Sales Leader

SPECIAL OFFER: Place your order by April 30, 2010 and receive Dave Kahle's book, Question Your Way to Sales Success, absolutely free! 

Distributor Sales Leaders: Shorten your learning curve, prevent costly mistakes, and implement effective practices that will lead to exceptional performance.

There has never been a time when sales leadership has been more crucial to the survival of wholesale distribution companies.

In this practical handbook, Dave Kahle shares years of useful, hands-on experience with answers to the 50 most crucial questions asked by distributor sales leaders.

Find insights and experience for these issues:

  • How to get salespeople to do what you want them to do
  • Goal setting with salespeople
  • Hiring and firing salespeople
  • Motivating salespeople
  • Targeting accounts
  • Organizing your sales team
  • Training and developing your salespeople
  • Growing margins in a difficult economy
  • Adding power to sales meetings
  • Handling the salesperson who has reached a plateau
  • Motivating senior sales reps
  • Plus 39 other important issues


This is the book that every distributor sales leader should have on the bookshelf! It contains real-life solutions to help distributor sales leaders survive and thrive in today’s changing economic environment.

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

  • Employee Performance Improvement Tool Kit: Five Keys to Unlocking Your Employees’ Potential, Second Edition
  • Smart Investments: Developing Top Performers in Wholesale Distribution
    Susan Levering, Ph.D.

Profit, Pricing, and Operations Improvement

  • 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
  • NEW—Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line
    F. Barry Lawrence, Ph.D., Senthil Gunasekaran, Pradip Krishnadevarajan
  • NEW—Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins
    Brent R. Grover
  • 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

Sales Management

  • 5 Fundamentals for the Wholesale Distribution Sales Manager
    Tim Horan, Steve Deist
  • BRAND-NEW: How to Become an Exceptional Distributor Sales Leader
    Dave Kahle
  • BRAND-NEW: Sales Success Bundle
    Dave Kahle
  • Driving Distributor Sales Beyond: Best Practices for Outselling Your Competitors
    Dirk Beveridge
  • Essentials of Profitable Inside Sales in Distribution©
    Jim Olsztynski
  • How to Excel at Distributor Sales, Third Edition
    Dave Kahle
  • NEW: The Best Distribution Sales Book Ever!
    Joseph C. Ellers
  • NEW—Sharpening Your Competitive Edge: How to Strengthen Your Distribution Sales Team for Top Results
    Jim Pancero
  • 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

Strategy Development, Execution, and Management

  • BRAND-NEW: Value Creation Strategies for Wholesaler-Distributors
    Steve Deist, Mike Marks, Mike Emerson
  • Value Focused Management in Wholesale Distribution: A Blueprint for Success
    Gerhard Drechsler

Supply Chain Management

  • NAW Online Course: Manufacturer-Distributor Relationships
  • NEW—Build, Fix, or Terminate: The Distributor’s Guide to More Profitable Supplier Relations
    Jim Narus, Bob Donath
  • Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully
    Mike Marks, Tim Horan, Mike Emerson

Trends in Wholesale Distribution

  • NEW: EcoTrends®—a monthly report about the economy
    Alan Beaulieu
  • NEW: Trendcast™—a customized business trends forecast report specially prepared for your company
    Alan Beaulieu
  • OUTLOOK 2009: An Executive’s Companion to Facing the Forces of Change®
    Adam J. Fein, Ph.D.

Warehouse and Inventory Management

  • Auditing Warehouse Performance PLUS Warehousing Forum newsletter
    Ken Ackerman
  • Lean Warehousing PLUS Warehousing Forum newsletter
    Ken Ackerman
  • NEWLY REVISED: Achieving Effective Inventory Management, Fifth Edition
    Jon Schreibfeder
  • 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, Steve Deist, James J. Ambrose
  • Branch Manager Fundamentals Bundle
    James J. Ambrose