Texas A&M University will assess your company’s key capabilities and deliver a Roadmap for Change and a Custom Training Program

The NAW Institute for Distribution Excellence/Texas A&M combined knowledge base will be applied within a specialization area that your company selects from four choices: Optimizing Distributor Profitability, Sales and Marketing Optimization, Optimizing Growth and Market Share and Optimizing Value-Added Services. The assessment will be conducted through an analysis of your processes and comparison to common, good and best practices.

Texas A&M University’s Global Supply Chain Laboratory (GSCL) team of specialists will construct maps on existing processes and recommendations for moving to the next, most appropriate level of practice through organizational development and ROI analysis. A Roadmap for Change will be developed as part of the study to include training and development modules.

Following its assessment, the GSCL team will deliver your results and develop your first training module geared to developing your capabilities in your chosen area of improvement.

The GSCL specialists will conduct an assessment of your company’s processes and key capabilities, such as:

Optimizing Distributor Profitability

In this module, GSCL specialists will assess your firm’s capabilities in comparison to common, good and best practices, and will develop a training and improvement program in the following areas:

• Stocking, sourcing and purchasing practices
• Warehousing, transportation and customer service practices
• Sales process and customer development processes
• Information management and business analytics
• Supply chain management and planning

Sales and Marketing Optimization

In this module, GSCL specialists will take a deeper dive approach to assess your firm’s capability in sales and marketing in comparison to common, good and best practices, and will develop a training and improvement program in the following areas:

• Business development
• Customer interfaces (human and digital)
• Sales processes
• Sales management
• Sales force planning and development
• Pricing

Optimizing Growth and Market Share

In this module, GSCL specialists will assess your firm’s growth positioning in comparison to the nine distributor growth strategies and assess your firm’s execution processes for growth and methods to sustain growth in comparison to common, good and best practices. The specialists will develop a training and improvement program in the following areas:

• The nine growth strategies and their development
• Processes for developing and launching growth strategies
• Processes for identifying and overcoming growth challenges
• Processes for managing growth processes for efficiency and effectiveness
• Processes to sustain growth initiatives

Optimizing Value-Added Services

In this module, GSCL specialists will assess your firm’s capability and positioning with value-added services in comparison to common, good and best practices, and will develop a training and improvement program in the following areas:

• Identifying and defining value-added services
• Innovating existing and new value-added service processes
• Developing internal capabilities to sell and deliver value-added services
• Optimizing customer impact while efficiently delivering the services
• Monetizing value-added services
• Engaging customers in sustaining value-added service relationships

Learn More 

To learn more about the Custom Process Capability Assessment and Execution Training program, including pricing, contact Patricia A. Lilly, NAW, plilly@naw.org.