WHOLESALE DISTRIBUTION BEST PRACTICES

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

 

YOUR GROWTH ROADMAP FOR THE NEXT 5 YEARS

 

 

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

 

NEARLY 1,000 DISTRIBUTORS ARE INCLUDED

BEST SELLER! NAW 2014 Employee Compensation Report

 

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

Download 2 volumes immediately and find out!

 

Publications

Dan Blaylock, NAW 2014 Chairman of the Board, encourages you and your management team to use NAW Institute for Distribution Excellence strategic management and research publications as your roadmap to navigate to the right solutions for your business.

 

Featured Publication

BRAND-NEW! INNOVATE! How Successful Distributors Lead Change in Disruptive Times

Order your Kindle Edition.
 

Check out recent coverage about Dirk Beveridge's new book. Listen to Dirk's audio interview on the C-Suite Book Club.

We are living in disruptive times. In fact 76% of wholesaler-distributors surveyed believe we are living in an environment we could call the “age of disruption.” Leaders throughout the industry are challenged by the constant pressures coming at them from all directions. These pressures could come from marketplace competitors or be the result of new government regulations, shifting demographics, the accelerating pace of technology, and others. Navigating these big shifts to create a sustainable and relevant business has become the new mandate for every leader and every employee in distribution.

Innovation is at the core of this new mandate, and future success in wholesale distribution will be based on the ability of distribution firms to innovate. To help you and your team hone your innovation knowledge and abilities, trust the expert guidance and real-world expertise found in INNOVATE! How Successful Distributors Lead Change in Disruptive Times by Dirk Beveridge. Each chapter concludes with specific thought processes, action items, and exercises to guide you in your innovation journey.

Innovation means leading customers to a better future for which they are capable and willing to reward you. This requires a continuous journey of change and evolution. Innovative distribution executives will empower their team members to think critically about how to improve their companies ... and then to take action on their ideas. For innovation to catch fire, your employees at every level of your company must be prepared, willing, and excited to look at your business as if they have never seen it. They must understand that the ability to transform your business for the future resides within each of them.

After reading INNOVATE! you’ll

  • Find the will, energy, and focus to lead change in today’s disruptive times
  • Escape the tyranny of the urgent, drive mediocrity out of your business, change the rules, and break free from the gravitational pull of the status quo
  • Reimagine your business model and craft your own story to inspire organizational change
  • Create a culture of collaboration where you and your team experiment without fear of failure, and the best ideas (regardless of title or tenure) win
  • Pursue a deliberate process of reinvention that will help ensure sustainability and profitability of your business for the future
  • Lead your customers to a better future for which they are willing to reward you!

And, here is the good news ... 95% of leaders surveyed feel personally empowered to be a disruptive change agent within their business. If this describes you, then INNOVATE! is for you.
 

 

Save 15% when you order together with Dirk's other top seller: Driving Distributor Sales Beyond: Best Practices for Outselling Your Competitors


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

  • 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
  • NEW! Pricing Optimization: Striking the Right Balance for Margin Advantage
    Pradip Krishnadevarajan, Senthil Gunasekaran, F. Barry Lawrence, Ph.D., Brijesh Rao
  • 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
  • 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
  • B-to-B Selling Bundle
    Gary T. Moore
  • 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

  • NEW! 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.

  • Sales Leadership Power Package
    Dave Kahle
  • Sales Success Power Package
    Dave Kahle
  • 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
  • The Best Distribution Sales Book Ever!
    Joseph C. Ellers
  • The Distributor Specialist: Customer Champion, Profit Generator!
    Frank E. Hurtte

  • 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! 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

  • 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

  • Facing the Forces of Change®: Decisive Actions for an Uncertain Economy – available as an e-book
    Guy Blissett
  • NAW Advisor, a monthly 6-page economic snapshot of the wholesale distribution industry
    Alan Beaulieu
  • NEW! 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