More to the Bottom Line: Customer Profitability Tools for Wholesaler-Distributors
Brent R. Grover
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Description
Are you spending a lot of time, effort, and money on customers who, bluntly, don't deserve it? You could be. How will you ever know? Or if you know, what should you be doing about it? Find out by reading More to the Bottom Line: Customer Profitability Tools for Wholesaler-Distributors, by Brent R. Grover.
Author Brent Grover takes you through the rationale and the how-to in this highly accessible but crucially important work. It’s a whole new way of looking at and serving your customers.
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What Readers Have to Say
- "More to the Bottom Line is one of the best wholesale distribution books out there. It combines academic thinking with real-world experiences into practical recommendations for improving the firm’s bottom line. I highly recommend this book to both wholesaler-distributor and manufacturer executives who are serious about gaining profitable growth in today’s highly competitive marketplace"
- — Jim Narus, Professor of Business Marketing, Wake Forest University
- "The most compelling and helpful book I’ve ever read on how to be a high-profit distributor."
- — Harry Singer, CEO, Arrow Distribution
- "I have just finished reading More to the Bottom Line. I cannot tell you how excited I was. I could hardly set it down. I am now in the process of reading it for the second time. It has given me great insight into our future here at Air Hydro Power."
- — Matt Ott, Vice President, Air Hydro Power
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Extended Description
In More to the Bottom Line: Customer Profitability Analysis Tools for Wholesaler-Distributors, the author raises the following major points:
- Distributors must generate a superior return on investment in order to simply compete. Median performance is inadequate. Top quartile performance (the level of success of the top 25% of companies in the industry) is the only acceptable goal. To get there, you must measure and compare operating profit from all your customers. This can be easier and less expensive than you think. And the rewards can be dramatic.
- You can use profitability rankings to support customers offering the greatest profit potential and reduce or eliminate losses from the least-profitable ones. By focusing your attention on operating profit rather than gross profit, you can lay the foundation for a powerful new sales strategy.
The author takes you through the rationale and the how-to. It's a whole new way of looking at and serving your customers.
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About the Author
Brent R. Grover
info pageBrent is Managing Partner of Evergreen Consulting, LLC and an NAW Institute for Distribution Excellence distinguished Fellow. He serves as an advisor to the distribution channel on strategic planning, mergers and acquisitions, and profit improvement. He also serves as a director of several companies and is a popular speaker at wholesale distribution industry gatherings.
Published by the NAW Institute for Distribution Excellence
The NAW Instiute for Distribution Excellence sponsors and disseminates research into strategic management issues affecting the wholesale distribution industry. Our publications help merchant wholesaler-distributors remain the most efficient channel in distribution.
Additional Resources
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Profit Myths in Wholesale Distribution: The Truth About Sales, Margins, Inventory, and Expenses
Albert D. Bates, DBA
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Official Guide to Wholesaler-Distributor Financial Success—Three-Volume Set
Brent R. Grover
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Facing the Forces of Change®: Lead the Way in the Supply Chain
Adam J. Fein, Ph.D.
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