Publications
Featured Publication
BRAND-NEW! Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors
Experienced wholesaler-distributors say CRM (Customer Relationship Management) is fast becoming a standard practice. More than that, it’s becoming an essential tool for managing a high-performing distribution sales organization.
By following the sage advice offered by CRM-experienced wholesaler-distributors in Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors—a brand-new NAW Institute book by Mark Dancer—you will avoid common mistakes, overcome predictable challenges, minimize frustration and disruption, and achieve more targeted benefits and faster business results. This book provides a soup-to-nuts planning framework, best practices from leading distributors, and ready-to-implement management tools for engaging your leaders and salespeople.
CRM can help wholesaler-distributors because CRM fills a void. Automation tools are common in all other aspects of running a distributor’s business, but they are sorely lacking in the sales organization. When aligned with an effective strategy and deployed with thorough planning, CRM will deliver data-driven business results. Increasingly, CRM is becoming necessary to stay competitive and improve profits. In the long run, CRM will be instrumental for distributors to survive and thrive in today’s economic environment.
New Releases
BRAND-NEW! Facing the Forces of Change®: Reimagining Distribution in a Connected World
Guy BlissettFacing the Forces of Change® is the only major research study analyzing the future of wholesale distribution within multiple lines of trade. Since its inception in 1982, the landmark Facing ...
BRAND-NEW! Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors
Mark DancerExperienced wholesaler-distributors say CRM (Customer Relationship Management) is fast becoming a standard practice. More than that, it’s becoming an essential tool for managing a high-performing distribution sales organization. By following the ...
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
Smart Investments: Developing Top Performers in Wholesale Distribution
Susan Levering, Ph.D.
Profit, Pricing, and Operations Improvement
Customer Stratification: Best Practices for Boosting Profitability
F. Barry Lawrence, Ph.D., Pradip Krishnadevarajan, Senthil Gunasekaran
Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line
F. Barry Lawrence, Ph.D., Senthil Gunasekaran, Pradip Krishnadevarajan
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
BRAND-NEW! Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors
Mark Dancer
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
Marketing Plans for Growing Sales: A Guide for Wholesaler-Distributors, Second Edition
Scott Benfield
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.
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
Transforming Data into Action: Using Analytics for Better Distributor Sales Decisions
Tony Pericle
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
Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully
Mike Marks, Tim Horan, Mike Emerson
Trends in Wholesale Distribution
BRAND-NEW! Facing the Forces of Change®: Reimagining Distribution in a Connected World
Guy Blissett
Facing the Forces of Change®: Decisive Actions for an Uncertain Economy
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
The Time, Space & Cost Guide to Better Warehouse Design, Second Edition
Maida Napolitano
Wholesale Distribution Basics
5 Fundamentals for the Wholesale Distribution Branch Manager, Second Edition
Jim Ambrose
