Mark Your Calendar

2010 NAW Executive Summit: “Where Are We Headed?”

  • Register today for the 2010 NAW Executive Summit: “Where Are We Headed?”—January 26-28, 2010, in Washington, DC. The Executive Summit will focus on several critical and fundamental questions: Where is the economy headed? Where are business and wholesaler-distributors in particular headed? Where is our country headed under the Obama Administration as the United States continues to battle through the worst recession since the Great Depression? Don’t miss this opportunity to get a detailed economic forecast for 2010–11, as well as insights and recommendations for profiting despite the difficult economy. Click here to see the Agenda.

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Publications

Featured Publication

BRAND-NEW—Sharpening Your Competitive Edge: How to Strengthen Your Distribution Sales Team for Top Results

This 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 increase your firm’s competitive advantage and, ultimately, its sales and profitability. We know you’re good; now, are you good enough to get better?

Sharpening Your Competitive Edge is written for experienced distribution sales professionals, the managers who lead them, and the executives who direct them. In it, Author Jim Pancero offers an in-depth discussion and evaluation of the seven strategic questions that can help you lead your sales team to success as well as how to identify and fix potential gaps in your sales team’s strategic selling skills and processes. Real-world distribution examples are also included throughout the book.
 

New Releases

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
  • Exploring the Financial Fundamentals of Distribution—Volume 1
    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

  • 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

  • BRAND-NEW—Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line
    F. Barry Lawrence, Ph.D., Senthil Gunasekaran, Pradip Krishnadevarajan
  • BRAND-NEW—Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins
    Brent R. Grover
  • Lean Operations in Wholesale Distribution
    Dr. Perry Daneshgari, Michelle Wilson
  • More to the Bottom Line: Customer Profitability Tools for Wholesaler-Distributors
    Brent R. Grover
  • NAW Online Course: Quality Processes in Distribution
  • 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

Sales Management

  • 5 Fundamentals for the Wholesale Distribution Sales Manager
    Tim Horan, Steve Deist
  • BRAND-NEW: The Best Distribution Sales Book Ever!
    Joseph C. Ellers
  • BRAND-NEW—Sharpening Your Competitive Edge: How to Strengthen Your Distribution Sales Team for Top Results
    Jim Pancero
  • Driving Distributor Sales Beyond: Best Practices for Outselling Your Competitors
    Dirk Beveridge
  • Essentials of Profitable Inside Sales in Distribution©
    Jim Olsztynski
  • How to Excel at Distributor Sales, Third Edition
    Dave Kahle
  • 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
  • The Distributor Specialist: Customer Champion, Profit Generator!
    Frank E. Hurtte
  • 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: 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

  • BRAND-NEW—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

  • BRAND-NEW: EcoTrends® and Trendcast™ Bundle
    Alan Beaulieu
  • BRAND-NEW: EcoTrends®—a monthly report about the economy
    Alan Beaulieu
  • BRAND-NEW: Trendcast™—a customized business trends forecast report specially prepared for your company
    Alan Beaulieu
  • Facing the Forces of Change® and Outlook 2009 Bundle
    Adam J. Fein, Ph.D.
  • Facing the Forces of Change®: Lead the Way in the Supply Chain
    Adam J. Fein, Ph.D.
  • OUTLOOK 2009: An Executive’s Companion to Facing the Forces of Change®
    Adam J. Fein, Ph.D.

Warehouse and Inventory Management

  • Auditing Warehouse Performance PLUS Warehousing Forum newsletter
    Ken Ackerman
  • Lean Warehousing PLUS Warehousing Forum newsletter
    Ken Ackerman
  • NEWLY REVISED: Achieving Effective Inventory Management, Fourth Edition
    Jon Schreibfeder
  • 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
    James J. Ambrose
  • 5 Fundamentals Series Bundle
    Tim Horan, Steve Deist, James J. Ambrose
  • Branch Manager Fundamentals Bundle
    James J. Ambrose