Leading wholesaler-distributors depend on NAW Institute for Distribution Excellence groundbreaking research studies because they help solve real-world business challenges.





Order copies of best-selling  Facing the Forces of Change®: Reimagining Distribution in a Connected World for everyone on your team!



BEST SELLER! NAW 2014 Employee Compensation Report


How does your compensation program compare to other wholesale distribution firms?

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Featured Publication

BRAND NEW! Becoming a Digital Distributor: Strategies and Tools That Create Value

REPLAY: Register for FREE Post-Webcast Access to “De-Risking Your Digital Initiatives.” from March 18, 2015. 

REPLAY: Register for FREE Post-Webcast Access to “The Digital Advantage: Winning Strategies for Wholesaler-Distributors and Manufacturers” from November 18, 2014. 

Digital tools are changing the way we work just as they have already changed the way we live. Unfortunately, it’s been more by happenstance than design for some businesses today. The digitalization of the distribution channel is inevitable because change is happening up and down the value chain. If your business is not leading, then at the very least, you must keep up. Up until now, however, there has been very little guidance for distributors about where to start and how to strategically use digital tools—e-commerce, social media, mobility, CRM, advanced analytics, and multichannel solutions—to gain a competitive advantage. That is about to change.

Becoming a Digital Distributor: Strategies and Tools That Create Value by Mark Dancer is your roadmap to adopting and using digital tools. This study provides data, analyses, tools, recommendations, and more than 250 direct quotes from wholesaler-distributors who provide expert advice for creating a vision and driving your business forward. With this study, you’ll have an in-depth game plan to

  • get out in front and lead in your market
  • create a strategic plan for taking full advantage of digital tools to better serve your customers by improving the customer experience
  • leverage the power of information and data for competitive advantage
  • work better and more collaboratively with your suppliers
  • and most important, grow your sales and profits.



Save 15% when you order together with Mark's other top seller: Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors

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

  • BRAND-NEW! The REAL Profit Drivers: Managing the CPVs
    Albert D. Bates, DBA
  • 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
  • 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
  • Pricing Optimization: Striking the Right Balance for Margin Advantage
    Pradip Krishnadevarajan, Senthil Gunasekaran, F. Barry Lawrence, Ph.D., Brijesh Rao
  • 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
  • BRAND-NEW! The Future of Selling: The End of Sales as We Know It
    Howard Stevens
  • 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
  • Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors
    Mark Dancer

  • 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.
  • 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

  • BRAND NEW! Becoming a Digital Distributor: Strategies and Tools That Create Value
    Mark Dancer
  • BRAND-NEW! INNOVATE! How Successful Distributors Lead Change in Disruptive Times
    Dirk Beveridge
  • 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

  • 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
  • Facing the Forces of Change®: Reimagining Distribution in a Connected World
    Guy Blissett
  • NAW Advisor, a monthly 6-page economic snapshot of the wholesale distribution industry
    Alan Beaulieu

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