WHY ARE NAW INSTITUTE PUBLICATIONS
DIFFERENT?

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

 

BRAND-NEW FROM THE NAW INSTITUTE!

 

 

BRAND-NEW! Facing the Forces of Change®: Reimagining Distribution in a Connected World 

 

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NAW Wholesale Distribution Manager’s Course
The Ohio State University, Columbus, OH
June 9–13, 2014

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NAW Institute Top 10 Best Sellers

1. 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 “Thriving in a Connected World” from March 5, 2014. REPLAY: Register for FREE Post-Webcast Access to “Reimagining the Role of the Distributor” from September 25, 2013.  Sponsored by   Order your Kindl...

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2. 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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3. 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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4. 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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5. 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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6. 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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7. The Best Distribution Sales Book Ever!

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Joseph C. Ellers

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.” Huge amo...

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8. 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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9. NEW! Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors

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Mark Dancer

Order your softcover books above. Order your Kindle Edition.   Order your NOOK Book.   Order your iBooks Edition.   Replay the November 14, 2013, Webcast: "Winning with CRM," during which author Mark Dancer shared research and recommendations f...

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9. Objective-Based Selling™ in Wholesale Distribution: Four Keys to Selling More at Higher Gross Margins

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Gary T. Moore

Click here and take less than 2 minutes to hear directly from Author Gary Moore about why you need this book. With more than 100 open-ended questions ready to use, this book will teach your salespeople how to sell more at higher gross margins! This book focuses on business-to-bu...

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10. Triple Your Profit! Stop Being a Profit Soldier and Start Being a Profit Winner

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Albert D. Bates, DBA

Take about 4 minutes to hear directly from Author Al Bates of Profit Planning Group about why you should read this book and what benefits you'll receive from it that you'll be able to immediately apply at your company. Only 10% of all companies produce a truly great profit. What’s th...

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