NAW Institute Top 10 Best Sellers
1. Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line
This book is a collaboration of the NAW Institute and Texas A&M, two leaders in wholesale distribution education and training. Have you ever wondered about the following questions? Is it possible to achieve the ROI requirement implied by double-digit EBITDA multiples in most acqui...
Find out more »2. Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins
Experience shows that most distributors are leaving at least two percentage points of gross trading margin on the table. This translates into 2% of total sales. Many companies can ultimately achieve more. The improvement is attainable fairly quickly and has proven to be sustainable. Two percent i...
Find out more »3. Driving Distributor Sales Beyond: Best Practices for Outselling Your Competitors
Click here and take less than 3 minutes to hear directly from Author Dirk Beveridge about why you need this book. Is your sales team prepared to compete effectively and win business in the current economic climate? Author Dirk Beveridge believes you’re losing business if your sales team...
Find out more »4. 5 Fundamentals for the Wholesale Distribution Branch Manager
What does it take to become a "superstar" manager of a wholesale distribution branch? Author Jim Ambrose says you can count the needed skills on the fingers of one hand. That doesn't mean it's going to be easy—especially not during a downturn when many companies in certain sectors of the econom...
Find out more »5. The Best Distribution Sales Book Ever!
The Best Distribution Sales Book Ever! covers the distributor sales job from soup to nuts—from prospecting to closing—and every step in between. Your most important job as a distributor salesperson is to find new opportunities and then drive them to either a sale or a “no.&rdquo...
Find out more »6. 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 t...
Find out more »7. Build, Fix, or Terminate: The Distributor’s Guide to More Profitable Supplier Relations
This book is about wholesaler-distributor and manufacturer working relationships and how, if properly managed, they can lead to profit and business success across the supply chain. It draws on new and unprecedented research to profile the thorniest problems and opportunities often faced by wholes...
Find out more »8. Sharpening Your Competitive Edge: How to Strengthen Your Distribution Sales Team for Top Results
Attention Distribution Sales Executives: This book shows you how to build a stronger, strategic selling organization. In Sharpening Your Competitive Edge, Author Jim Pancero shows you a low-risk path to bring change and improvement to your sales team. This is not a book on how to fix a broken sal...
Find out more »9. Profit Myths in Wholesale Distribution: The Truth About Sales, Margins, Inventory, and Expenses
Al Bates of Profit Planning Group has spent 30 years analyzing distributor financial statements. His findings boil down to this conclusion: Much, and possibly even most, of what distribution managers know about improving profitability is wrong. Good economic times mask this fact, while cha...
Find out more »10. 5 Fundamentals for the Wholesale Distribution Sales Manager
During good years, sales come easy. Today, however, things are really tough. Learn successful sales strategies employed by distributors who know how to put lead on the target in hard economic times. This book, by Tim Horan and Steve Deist of Indian River Consulting Group, offers a practical but powe...
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