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Find out why the NAW Institute for Distribution Excellence research studies are unique and groundbreaking.

 

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BRAND-NEW! Facing the Forces of Change®: Reimagining Distribution in a Connected World 

 

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NAW Wholesale Distribution Manager’s Course
The Ohio State University, Columbus, OH
June 9–13, 2014

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Publications

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Featured Publication

NEW! Pricing Optimization: Striking the Right Balance for Margin Advantage

Listen to Barry Lawrence of Texas A&M University discuss a critical issue in wholesale distribution today: Pricing Optimization.

Forward-thinking wholesaler-distributors who strive for above-average returns in the “New Normal” by leveraging pricing optimization best practices that are rooted in sound analytics must read Pricing Optimization: Striking the Right Balance for Margin Advantage!

The time has come for distributors to address their concerns about shrinking margins by upping their game on pricing decisions. If distributors keep doing more with less, they’ll soon find themselves doing everything with nothing! The issue of margin erosion will never end if distributors do not get creative—first with their pricing methods, and second with their value proposition. Issues involving pricing methods are more critical to profitability and so should be tackled right away.

For many distributors, pricing decisions are completely left to individual salespeople to do in their own way. Allowing this kind of flexibility is a distributor’s weakness. Pricing is already quite complex, and inconsistency will only increase complexity and will lead to chaos. Here lies the crux of problem. The solution to this dilemma lies in “complexity management”—providing structure with fewer variables, and “consistency”—doing things the same way every time. This comprehensive study will help you achieve the right pricing solution for your business!

Pricing Optimization is jam-packed with

9 best practices from actual wholesaler-distributors
40 action steps that your firm can implement immediately
73 examples from wholesaler-distributors across many lines of trade!
 

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

Save 15% when you order together with these other best sellers from the authors at Texas A&M: Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution, Customer Stratification: Best Practices for Boosting Profitability, and Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line.


New Releases

All Publications

Distribution Online Courses

Financial Management

  • The Acquisitive Distributor: 4 Keys to Success When Buying a Wholesale Distribution Business
    Brent R. Grover

Human Resources Management and Training

Profit, Pricing, and Operations Improvement

  • Customer Stratification: Best Practices for Boosting Profitability
    F. Barry Lawrence, Ph.D., Pradip Krishnadevarajan, Senthil Gunasekaran
  • In Search of the Perfect Customer: Cost-to-Serve for Distributors
    Brent R. Grover
  • Lean Operations in Wholesale Distribution
    Dr. Perry Daneshgari, Michelle Wilson

  • NAW Online Course: Quality Processes in Distribution
  • NEW! Pricing Optimization: Striking the Right Balance for Margin Advantage
    Pradip Krishnadevarajan, Senthil Gunasekaran, F. Barry Lawrence, Ph.D., Brijesh Rao
  • Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line
    F. Barry Lawrence, Ph.D., Senthil Gunasekaran, Pradip Krishnadevarajan

  • 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
  • Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins
    Brent R. Grover

  • Triple Your Profit! Stop Being a Profit Soldier and Start Being a Profit Winner
    Albert D. Bates, DBA

Sales Management

  • 5 Fundamentals for the Wholesale Distribution Sales Manager
    Tim Horan, Steve Deist
  • B-to-B Selling Bundle
    Gary T. Moore
  • Driving Distributor Sales Beyond: Best Practices for Outselling Your Competitors
    Dirk Beveridge

  • Effective Sales Incentive Design for Distributors: What’s the Right Plan?
    Mike Emerson, Steve Deist
  • Essentials of Profitable Inside Sales in Distribution©
    Jim Olsztynski
  • Excelling at Sales Power Package
    Dave Kahle

  • How to Become an Exceptional Distributor Sales Leader
    Dave Kahle
  • How to Excel at Distributor Sales, Third Edition
    Dave Kahle
  • Insights & Answers: Real-Life Solutions to Help Distributor Salespeople
    Dave Kahle

  • Objective-Based Selling™ in Wholesale Distribution: Four Keys to Selling More at Higher Gross Margins
    Gary T. Moore
  • Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution
    Senthil Gunasekaran, Pradip Krishnadevarajan, F. Barry Lawrence, Ph.D.
  • Sales Leadership Power Package
    Dave Kahle

  • Sales Success Power Package
    Dave Kahle
  • Sharpening Your Competitive Edge: How to Strengthen Your Distribution Sales Team for Top Results
    Jim Pancero
  • Taking Charge of Distribution Sales: 9 Proven Skills to Lead and Manage Your Sales Team
    Gary T. Moore

  • The Best Distribution Sales Book Ever!
    Joseph C. Ellers
  • The Distributor Specialist: Customer Champion, Profit Generator!
    Frank E. Hurtte
  • Transforming Data into Action: Using Analytics for Better Distributor Sales Decisions
    Tony Pericle

  • 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

  • Strategic Planning for Distributors: Execution Isn’t Everything—It’s the Only Thing!
    Tom O'Connor
  • Value Creation Strategies for Wholesaler-Distributors
    Steve Deist, Mike Marks, Mike Emerson

Supply Chain Management

  • Build, Fix, or Terminate: The Distributor’s Guide to More Profitable Supplier Relations
    Jim Narus, Bob Donath
  • 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®: Decisive Actions for an Uncertain Economy – available as an e-book
    Guy Blissett
  • NAW Advisor, a monthly 6-page economic snapshot of the wholesale distribution industry
    Alan Beaulieu
  • NEW! Facing the Forces of Change®: Reimagining Distribution in a Connected World
    Guy Blissett

Warehouse and Inventory Management

  • Achieving Effective Inventory Management, Fifth Edition with EIM Version 3 Spreadsheets!
    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, Second Edition
    Jim Ambrose
  • 5 Fundamentals Series Bundle
    Jim Ambrose, Tim Horan, Steve Deist
  • Essentials of Profitable Wholesale Distribution©, Second Edition
    Jim Olsztynski