WHOLESALE DISTRIBUTION BEST PRACTICES

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

 

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Publications

Featured Publication

Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line

In just a few minutes, listen to Barry Lawrence of Texas A&M University discuss the comprehensive research study, Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line.

Register for On-Demand Access to “Optimizing Distributor Profitability” webinar. Sponsored by 

Have you ever wondered about the following questions?

  • Is it possible to achieve the ROI requirement implied by double-digit EBITDA multiples in most acquisitions?
  • What are the best practices performed by top-performing firms that differentiate them in terms of profitability/ROI?
  • Is there a systematic framework of best-practice implementation that can be adopted by wholesaler-distributors?
  • How do best practices enhance shareholder value?
  • Where is the link that connects process to profitability?

Authors Barry Lawrence, Senthil Gunasekaran, and Pradip Krishnadevarajan of Texas A&M University answer these questions and more.

There are 47 best practices in Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line and all were developed from actual experiences of 84 real wholesale distribution firms across our industry. This groundbreaking research study is not academic modeling or theory; it is a powerful weapon for you to use to enhance your shareholder value.

Optimizing Distributor Profitability also includes:

  • A five-step methodology with clear how-to-implement ideas and tools
  • 123 detailed exhibits that walk you through the processes
  • 50 action steps that you can implement today and over time
  • A separate, over-sized Distributor Profitability Framework map to hang on your wall to help you follow how business processes and financial drivers are linked to enhance shareholder value. 

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: Pricing Optimization: Striking the Right Balance for Margin AdvantageSales and Marketing Optimization: Developing Competitive Value Propositions in Distribution, and Customer Stratification: Best Practices for Boosting Profitability.


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

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