WHY ARE NAW INSTITUTE PUBLICATIONS
DIFFERENT?

Find out why the NAW Institute for Distribution Excellence research studies are unique and groundbreaking.

 

LATEST INDUSTRY TRENDS FROM THE NAW INSTITUTE!

 

 

BEST SELLER! Facing the Forces of Change®: Reimagining Distribution in a Connected World 

 

Order copies for everyone on your team!

 

Order This Free Report!

Sales Force Hiring Best Practices for Wholesale Distribution Organizations

 

This 8-page report by Chally Group Worldwide will help you improve your strategies and tactics for sourcing, selecting, and onboarding new sales talent.

 

NAW Institute Top 10 Best Sellers

1. Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line

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F. Barry Lawrence, Ph.D., Senthil Gunasekaran, Pradip Krishnadevarajan

In just a few minutes, listen to Barry Lawrence of Texas A&M University discuss the comprehensive research study, Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line. Have you ever wondered about the following questions? Is it possible to achieve the ROI requ...

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2. Customer Stratification: Best Practices for Boosting Profitability

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F. Barry Lawrence, Ph.D., Pradip Krishnadevarajan, Senthil Gunasekaran

Take a couple minutes to listen to Barry Lawrence of Texas A&M University talk about the first-of-its-kind and top-selling study, Customer Stratification: Best Practices for Boosting Profitability. Best-in-class distributors categorize customers based on various factors, but customer stratific...

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3. Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution

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Senthil Gunasekaran, Pradip Krishnadevarajan, F. Barry Lawrence, Ph.D.

Take a few minutes to listen to Barry Lawrence of Texas A&M University describe the first-of-its-kind research study, Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution. Sales and Marketing Optimization: Developing Competitive Value Propositions in Dist...

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4. NEW! Pricing Optimization: Striking the Right Balance for Margin Advantage

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Pradip Krishnadevarajan, Senthil Gunasekaran, F. Barry Lawrence, Ph.D., Brijesh Rao

Listen to Barry Lawrence of Texas A&M University discuss a critical issue in wholesale distribution today: Pricing Optimization. Forward-thinking wholesaler-distributors who strive for above-average returns in the “New Normal” by leveraging pricing optimization best practices that ...

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5. NEW! Facing the Forces of Change®: Reimagining Distribution in a Connected World

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Guy Blissett

REPLAY: Register for FREE Post-Webcast Access to “Analyzing and Optimizing Everything” from June 10, 2014.  REPLAY: Register for FREE Post-Webcast Access to “Thriving in a Connected World” from March 5, 2014. REPLAY: Register for FREE Post-Webcast Access to “Reima...

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6. 5 Fundamentals for the Wholesale Distribution Branch Manager, Second Edition

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Jim Ambrose

Order your softcover books above. Order your Kindle Edition.   Order your NOOK Book.   Order your iBooks Edition.   Take a few minutes to hear directly from author Jim Ambrose about why you should buy this book. SO MUCH DEMAND FOR THIS BOOK...

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7. Profit Myths in Wholesale Distribution: The Truth About Sales, Margins, Inventory, and Expenses

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Albert D. Bates, DBA

Watch Al Bates of Profit Planning Group discuss the four bromides in distribution that just don’t work and why. Al offers reasons why reading his best seller, “Profit Myths in Wholesale Distribution,” will help wholesaler-distributors of all sizes across the industry drive profits.&n...

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8. 5 Fundamentals for the Wholesale Distribution Sales Manager

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Tim Horan, Steve Deist

During good years, sales come easy. Today, however, times are still challenging. Learn successful sales strategies employed by distributors who know how to put lead on the target in challenging times. This book, by Tim Horan and Steve Deist, offers a practical but powerful approach for taking your sale...

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9. BRAND-NEW! NAW 2014 Employee Compensation Report (2 Volumes)

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Watch Al Bates of Profit Planning Group discuss why payroll and fringe benefits represent the name of the game in distribution. To help you understand payroll and fringe benefits and where your firm stands within the industry, Al encourages you to order the NAW 2014 Employee Compensation Rep...

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10. Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins

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Brent R. Grover

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 is the diff...

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