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

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

  • 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

  • NEW—Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line
    F. Barry Lawrence, Ph.D., Senthil Gunasekaran, Pradip Krishnadevarajan
  • NEW—Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins
    Brent R. Grover
  • 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: How to Become an Exceptional Distributor Sales Leader
    Dave Kahle
  • 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
  • Insights & Answers: Real-Life Solutions to Help Distributor Salespeople
    Dave Kahle

  • 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

  • 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

  • NAW Online Course: Manufacturer-Distributor Relationships
  • 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

  • NEW: EcoTrends®—a monthly report about the economy
    Alan Beaulieu
  • 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

  • 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