Publications
Featured Publication
BRAND-NEW! In Search of the Perfect Customer: Cost-to-Serve for Distributors
Order your softcover books above.
Order your Kindle Edition from Amazon.com.
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Order your NOOK Book from BN.com.
As wholesaler-distributors operate in today’s economy, they must protect their most profitable, high-growth potential customers and avoid squandering their precious resources. If your sales compensation plan and other policies encourage your staff to misspend their time and your resources on the wrong customers, now is the time to act. If your company is overlooking opportunities to make money and stop profit leakage, this is the book for you!
After you read this book by distribution financial expert, Brent Grover, you’ll be better equipped to
- assign your people and assets to the most profitable and fastest-growing customer segments
- tailor your services to precisely meet the needs of your most valuable customers and avoid overserving your other customers
- ensure that your company is paid for the extra services that you provide to specific customers
- adjust your pricing to create shareholder value as well as customer value
- zero in your company’s strategy on your customers that contribute the most to your bottom line.
New Releases
BRAND-NEW! In Search of the Perfect Customer: Cost-to-Serve for Distributors
Brent R. GroverOrder your softcover books above. Order your Kindle Edition from Amazon.com. Order your NOOK Book from BN.com. As wholesaler-distributors operate in today’s economy, they must protect their most profitable, high-growth potential customers and ...
NEW! Customer Stratification: Best Practices for Boosting Profitability
F. Barry Lawrence, Ph.D., Pradip Krishnadevarajan, Senthil GunasekaranRead a review of this publication by Scott Benfield, Benfield Consulting, from his Fall 2011 newsletter. Best-in-class distributors categorize customers based on various factors, but customer stratification has long been an ...
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
Smart Investments: Developing Top Performers in Wholesale Distribution
Susan Levering, Ph.D.
Profit, Pricing, and Operations Improvement
BRAND-NEW! In Search of the Perfect Customer: Cost-to-Serve for Distributors
Brent R. Grover
NEW! Customer Stratification: Best Practices for Boosting Profitability
F. Barry Lawrence, Ph.D., Pradip Krishnadevarajan, Senthil Gunasekaran
Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line
F. Barry Lawrence, Ph.D., Senthil Gunasekaran, Pradip Krishnadevarajan
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
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
Objective-Based Selling™ in Wholesale Distribution: Four Keys to Selling More at Higher Gross Margins
Gary T. Moore
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
Transforming Data into Action: Using Analytics for Better Distributor Sales Decisions
Tony Pericle
What's Your Plan? Smart Salesforce Compensation in Wholesale Distribution
Mike Marks, Mike Emerson
Strategy Development, Execution, and Management
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
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
Guy Blissett
Trendcast™—a customized business trends forecast report specially prepared for your company
Alan Beaulieu
Warehouse and Inventory Management
The Time, Space & Cost Guide to Better Warehouse Design, Second Edition
Maida Napolitano
