Publications
Featured Publication
BRAND-NEW: Value Creation Strategies for Wholesaler-Distributors
In Value Creation Strategies for Wholesaler-Distributors, authors Steve Deist, Mike Marks, and Mike Emerson provide highly actionable insights about how wholesaler-distributors can use a market-driven strategy to increase enterprise value for customers and shareholders. The authors walk through the principles that drive successful strategy development and execution for wholesaler-distributors of all sizes and lines of trade. Through their research findings and the real-world distribution examples provided throughout this book, they explain how value creation strategy can produce significant and rapid financial benefits. A market-driven approach is the key to creating true competitive advantage, permanently improving organizational performance, and making real productivity gains. Wholesale distribution top executives, directors, and those who are on the path to top leadership in distribution should read this book. Learn the value creation strategies needed to maintain your competitive advantage within your market and to increase your profitability.
New Releases
BRAND-NEW: How to Become an Exceptional Distributor Sales Leader
Dave KahleAttention: Distributor Sales Leaders Shorten your learning curve, prevent costly mistakes, and implement practices that will lead to exceptional performance. There has never been a time when sales leadership has been more ...
BRAND-NEW: Value Creation Strategies for Wholesaler-Distributors
Steve Deist, Mike Marks, Mike EmersonIn Value Creation Strategies for Wholesaler-Distributors, authors Steve Deist, Mike Marks, and Mike Emerson provide highly actionable insights about how wholesaler-distributors can use a market-driven strategy to increase enterprise value ...
NEW: EcoTrends® and Trendcast™ Bundle
Alan BeaulieuNOW, when accurate, reliable economic guidance is more important than ever…NAW brings you EcoTrends® and Trendcast™ and you save $545! EcoTrends® is a monthly 50-60-page report about the economy prepared by ...
NEW: EcoTrends®—a monthly report about the economy
Alan BeaulieuNOW, when accurate, reliable economic guidance is more important than ever…NAW brings you EcoTrends® and you save $100! EcoTrends® is a monthly 50-60-page report about the economy prepared by NAW Senior ...
NEW: The Best Distribution Sales Book Ever!
Joseph C. EllersThe Best Distribution Sales Book Ever! covers the distributor sales job from soup to nuts—from prospecting to closing—and every step in between. Your most important job as a distributor salesperson ...
NEW: Trendcast™—a customized business trends forecast report specially prepared for your company
Alan BeaulieuNOW, when accurate, reliable economic guidance is more important than ever…NAW brings you Trendcast™ and you save $300! Trendcast™ is a business trends forecast report prepared by NAW Senior Economic Adviser ...
NEWLY REVISED: Achieving Effective Inventory Management, Fourth Edition
Jon SchreibfederThis fourth edition of Achieving Effective Inventory Management, by Jon Schreibfeder, is completely revised. It is more than 50 pages longer than the third edition and just as easy to read. ...
NEW—Build, Fix, or Terminate: The Distributor’s Guide to More Profitable Supplier Relations
Jim Narus, Bob DonathThis book is about wholesaler-distributor and manufacturer working relationships and how, if properly managed, they can lead to profit and business success across the supply chain. It draws on new ...
NEW—Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line
F. Barry Lawrence, Ph.D., Senthil Gunasekaran, Pradip KrishnadevarajanThis book is a collaboration of the NAW Institute and Texas A&M, two leaders in wholesale distribution education and training. Have you ever wondered about the following questions? Is it possible to ...
NEW—Sharpening Your Competitive Edge: How to Strengthen Your Distribution Sales Team for Top Results
Jim PanceroThis book shows you—a distribution sales executive—how to build a stronger, strategic selling organization as well as how to lead your sales team to more proactive selling efforts that can ...
NEW—Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins
Brent R. GroverExperience shows that most distributors are leaving at least two percentage points of gross trading margin on the table. This translates into 2% of total sales. Many companies can ultimately ...
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
Driving Distributor Sales Beyond: Best Practices for Outselling Your Competitors
Dirk Beveridge
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
NEW—Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line
F. Barry Lawrence, Ph.D., Senthil Gunasekaran, Pradip KrishnadevarajanNEW—Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins
Brent R. Grover
Profit Myths in Wholesale Distribution: The Truth About Sales, Margins, Inventory, and Expenses
Albert D. Bates, DBA
Sales Management
Driving Distributor Sales Beyond: Best Practices for Outselling Your Competitors
Dirk Beveridge
Marketing Plans for Growing Sales: A Guide for Wholesaler-Distributors, Second Edition
Scott Benfield
NEW—Sharpening Your Competitive Edge: How to Strengthen Your Distribution Sales Team for Top Results
Jim Pancero
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
Strategy Development, Execution, and Management
BRAND-NEW: Value Creation Strategies for Wholesaler-Distributors
Steve Deist, Mike Marks, Mike Emerson
Value Focused Management in Wholesale Distribution: A Blueprint for Success
Gerhard Drechsler
Supply Chain Management
NEW—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
2009 Wholesale Distribution Economic Report: Building Material and Construction Wholesale Distributors
Adam J. Fein, Ph.D.
2009 Wholesale Distribution Economic Report: Electrical and Electronics Wholesalers
Adam J. Fein, Ph.D.
2009 Wholesale Distribution Economic Report: Grocery and Foodservice Wholesale Distributors
Adam J. Fein, Ph.D.
2009 Wholesale Distribution Economic Report: Hardware, Plumbing, and Heating Equipment and Supplies Wholesale Distributors
Adam J. Fein, Ph.D.
2009 Wholesale Distribution Economic Report: Industrial Distributors
Adam J. Fein, Ph.D.
NEW: Trendcast™—a customized business trends forecast report specially prepared for your company
Alan Beaulieu
OUTLOOK 2009: An Executive’s Companion to Facing the Forces of Change®
Adam J. Fein, Ph.D.
Warehouse and Inventory Management
NEWLY REVISED: Achieving Effective Inventory Management, Fourth Edition
Jon Schreibfeder
The Time, Space & Cost Guide to Better Warehouse Design, Second Edition
Maida Napolitano
