Publications
Featured Publication
The Distributor Specialist: Customer Champion, Profit Generator!
Click here and take less than 2 minutes to hear directly from Author Frank Hurtte about why you need this book.
Specialists are used by a supermajority of top-performing distributors. Especially in today's down economy, many distributors consider the specialist role vital for their business.
The specialist is the distributor employee who supports the “front-line” sales team and other departments by playing a specific—usually product- or technology-related—role in the sales process. The specialist furnishes technical support, sales backup, marketing direction, and product management within a distributor organization. This book shows you the business results that specialists can help you achieve, potential pitfalls of specialist utilization, and ways to build from scratch or strengthen your specialist team. Relevant case studies straight from the trenches pepper each chapter to show you not only what needs to be done, but how to get started.
New Releases
NEW—NAW Online Campus: Online Courses for the Distribution Industry
You are eligible for a 10% discount per course. Simply enter the Coupon Code: nawdisc when you enroll.With the high price of travel, economic constraints, and no time to get ...
NEW—NAW Online Course: Introduction to Distribution
You are eligible for a 10% discount per course. Simply enter the Coupon Code: nawdisc when you enroll.With the high price of travel, economic constraints, and no time to get ...
NEW—NAW Online Course: Manufacturer-Distributor Relationships
You are eligible for a 10% discount per course. Simply enter the Coupon Code: nawdisc when you enroll.With the high price of travel, economic constraints, and no time to get ...
NEW—NAW Online Course: Principles of Distribution Sales
You are eligible for a 10% discount per course. Simply enter the Coupon Code: nawdisc when you enroll.With the high price of travel, economic constraints, and no time to get ...
NEW—NAW Online Course: Quality Processes in Distribution
You are eligible for a 10% discount per course. Simply enter the Coupon Code: nawdisc when you enroll.With the high price of travel, economic constraints, and no time to get ...
NEW—Objective-Based Selling™ in Wholesale Distribution: Four Keys to Selling More at Higher Gross Margins
Gary T. MooreClick here and take less than 2 minutes to hear directly from Author Gary Moore about why you need this book.Attention Sales Executives: Place a copy of this book in the hands of ...
NEW—OUTLOOK 2009: An Executive’s Companion to Facing the Forces of Change®
Adam J. Fein, Ph.D.OUTLOOK 2009 provides an update on the key issues identified in Facing the Forces of Change®: Lead the Way in the Supply Chain. It looks at the major and emerging ...
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
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
More to the Bottom Line: Customer Profitability Tools for Wholesaler-Distributors
Brent R. Grover
Price for Success: A Practical Guide for Improving Margins in Wholesale Distribution
Advanous
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
Marketing Plans for Growing Sales: A Guide for Wholesaler-Distributors, Second Edition
Scott Benfield
NEW—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
What's Your Plan? Smart Salesforce Compensation in Wholesale Distribution
Mike Marks, Mike Emerson
Supply Chain Management
Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully
Mike Marks, Tim Horan, Mike Emerson
Trends in Wholesale Distribution
NEW—OUTLOOK 2009: An Executive’s Companion to Facing the Forces of Change®
Adam J. Fein, Ph.D.
Warehouse and Inventory Management
The Time, Space & Cost Guide to Better Warehouse Design, Second Edition
Maida Napolitano
