NAW Institute Top 10 Best Sellers
1. 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 »2. Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully
It takes a long time to develop good distributor-supplier relationships; unfortunately, it only takes a short time to destroy them. Top-selling Working at Cross-Purposes, written by Mike Marks, Tim Horan, and Mike Emerson, takes a look at what really drives these relationships, how ofte...
Find out more »3. 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 »4. Facing the Forces of Change®: Lead the Way in the Supply Chain
Facing the Forces of Change®: Lead the Way in the Supply Chain, written by Adam J. Fein, Ph.D., provides wholesaler-distributors, manufacturers, suppliers, and their customers with strategic insights into the key business and economic trends affecting the wholesale distribution supply c...
Find out more »5. 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 is se...
Find out more »6. Lean Operations in Wholesale Distribution
Click here and take about 2 minutes to hear directly from Author Dr. Perry Daneshgari about why you need this book.In today’s challenging economy, becoming lean in wholesale distribution is more important than ever. If you have recognized a gap between your operational performance and your strategic...
Find out more »7. Essentials of Profitable Inside Sales in Distribution©
Make this your #1 training tool for your inside sales staff! Every chapter includes a comprehensive quiz, and there’s a thorough glossary of distribution terms and a detailed index in the back of this 240-page workbook. If you’re like many distributors, your inside sales reps are core compone...
Find out more »8. OUTLOOK 2009: An Executive’s Companion to Facing the Forces of Change®
Get practical steps and expert recommendations for business success, despite the tough economy. OUTLOOK 2009 provides an update on the trends identified in Facing the Forces of Change®: Lead the Way in the Supply Chain, which are becoming more relevant to our industry this year. You’ll get insigh...
Find out more »9. 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...
Find out more »10. NEW—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...
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