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Add to Calendar 20180730T000000Z 20180803T000000Z America/New York BRAND-NEW! NAW Certificate in Distribution Professional Management
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TAMUThe NAW Certificate in Distribution Professional Management features three separate one-week, on-campus sessions: Optimizing Distributor Profitability, Generating and Managing Growth and Distributor Capability Development. These programs are designed to help companies retain and develop their workforce. This is an ideal program for managers seeking to complement their professional development. While sessions may be taken individually, participants must attend all three sessions to earn their certificate.

The NAW Institute/Texas A&M top-notch knowledge base will be applied to this program. Download a pocket guide from one research study.

The statue of Sul Ross stands in front of the Academic Building on the campus of Texas A&M University.

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NAW Certificate Session Dates at Texas A&M University

Session 1
Optimizing Distributor Profitability
July 30–August 3, 2018

Register

Session 2
Generating and Managing Growth
October 15–19, 2018

Register

Session 3
Distributor Capability Development
January 28–February 1, 2019

Register

Program Fee: $5,890 per person per Session (includes program materials; excludes travel and lodging to Texas A&M University). If you are interested in registering more than three individuals or prefer to pay by check, please contact NAW’s Alexandria Crenshaw at (202) 263-4074.

Each session is tailored for the continuing education needs of your future distribution leaders

Through the education alliance between the NAW Institute for Distribution Excellence and Texas A&M University’s Industrial Distribution Program, NAW offers this cutting-edge, distribution-focused educational program that is customized to distributors.

The NAW Certificate in Distribution Professional Management consists of three one-week sessions targeted to distributors who desire an update on the latest knowledge in wholesale distribution, with a strong emphasis on practical application within the distribution field.

The three sessions will provide an overview of the most important concepts in distribution today. The sessions will be delivered at Texas A&M University in College Station, Texas, through an active learning process consisting of both lecture and hands-on exercises. Completion of the three sessions will provide participants with the educational foundation they need to enhance their value to their company.

Sessions may be taken individually. However, the NAW Institute for Distribution Excellence will issue a NAW Certificate in Distribution Professional Management ONLY upon completion of all three sessions.

The three sessions are:

  • Session 1: Optimizing Distributor Profitability
  • Session 2: Generating and Managing Growth
  • Session 3: Distributor Capability Development

There is no time limit for completion, and sessions may be completed in any order that best suits the participant. Class size in each session is limited, so early registration is strongly recommended.

Key Takeaways from Each Session

  • Impact of operational decisions on profitability and shareholder value
  • Best practices in each of the functional areas of distribution
  • Dimensions of profitable growth in distribution
  • Strategies to optimize pricing
  • Channel partner relationships and compensation
  • Strategies for sale force development and management
  • Strategies for talent acquisition, development and retention

Who Should Attend*

  • Operational leaders in functional areas
  • District and Region Managers
  • Branch and Sales Managers
  • Potential candidates for management
  • Inside Sales and Outside Sales Professionals
  • Operation Managers

*These sessions are designed specifically for individuals with degrees other than industrial distribution or experienced non-degree professionals.

Expected Program Outline (sessions may shift on the schedule)

Session 1: Optimizing Distributor Profitability

Day 1 Day 2 Day 3 Day 4 Day 5
8:00 AM – 5:00 PM 8:00 AM – 5:00 PM 8:00 AM – 5:00 PM 8:00 AM – 5:00 PM 8:00 AM – 12:00 PM
Distributor Valuation and Shareholder Value Optimization Key Factors for Capital Investment SOURCE – Process Assessment Demand Forecasting and Replenishment Key Action items and Implementation Roadmap
Overview of Financial Statements Understanding and Controlling Operating Expenses Supplier Stratification and Supplier Performance Management STORE – Process Assessment Conclusion: Questions and Discussion
Power of Small Numbers Distributor Profitability Framework STOCK – Process Assessment Critical warehouse practices, lean fundamentals and quality metrics CERTIFICATE PRESENTATION
Key Financial Ratios – 4 Drivers and 14 Metrics 7 Process Groups and 47 Processes Inventory Management Model SELL – Process Assessment
Net Present Value Linking Processes to Shareholder Value Inventory Stratification and Demand Classification Customer Stratification

Session 2: Generating and Managing Growth

Day 1 Day 2 Day 3 Day 4 Day 5
8:00 AM – 5:00 PM 8:00 AM – 5:00 PM 8:00 AM – 5:00 PM 8:00 AM – 5:00 PM 8:00 AM – 12:00 PM
Distribution Growth Dimensions Generate Growth – BROADEN Managing Growth Framework Pricing Strategy by MARKET SEGMENT Managing Profitability in the E-commerce and Digital Age
Generating Growth Framework Generate Growth – ADD and REACH OUT Economic Drivers Pricing Strategy by CUSTOMER and INVENTORY type Conclusion: Questions and Discussion
9 Growth Strategies and 5 Growth Drivers Generate Growth – EXPAND and BUILD Resource Drivers Customer Item Visibility CERTIFICATE PRESENTATION
Generate Growth – LEVERAGE Generate Growth – INNOVATE Pricing Optimization Framework Pricing Rules and Roadmap
Generate Growth – PENETRATE Generate Growth – DIVERSIFY 5 Key Pricing Drivers Managing Profitability in the E-commerce and Digital Age

Session 3: Distributor Capability Development 

Day 1 Day 2 Day 3 Day 4 Day 5
8:00 AM – 5:00 PM 8:00 AM – 5:00 PM 8:00 AM – 5:00 PM 8:00 AM – 5:00 PM 8:00 AM – 12:00 PM
BUSINESS CAPABILITY SUPPLIER CAPABILITY SALES CAPABILITY HUMAN CAPITAL DEVELOPMENT Outcome Metrics – Process Outcomes, Financial Elements and Financial Metrics
Sustaining Growth Framework Channel Compensation Framework Sales and Marketing Framework Strategic Planning and Talent Practices Conclusion: Questions and Discussion
Assumptions about Opportunity and Capability Channel Goals and Drivers Sales Force Design Talent Planning and Acquisition CERTIFICATE PRESENTATION
Root Causes Channel Capability Sales Force Development Talent Management, Development and Retention
Best Practices Value Proposition and Cost Drivers Sales Force Management Talent Tools (39 unique tools)

Robert Borsh

Robert Borsh

Associate Professor of Practice, Industrial Distribution Program, Texas A&M University

Bob Borsh is a seasoned business professional with more than 35 years in manufacturing sales and industrial distribution senior management. He has held various positions including salesman, sales manager, district manager, regional vice president, vice president, president and CEO. During the tenure at his entrepreneurial international distribution company, Bob was the proud recipient of the “Aggie 100” award for three consecutive years and placing 13th in the final year as the fastest growing Aggie-owned business worldwide.

Kevin Friar

Kevin Friar

Senior Lecturer, Industrial Distribution Program, Texas A&M University

Kevin Friar joined the faculty of Texas A&M’s Industrial Distribution Program in 2017 and teaches in both the undergraduate and master’s programs.

Prior to his current role, Kevin spent 28 years in industry working for Ecolab in its Energy Services division, Nalco Champion.  He began his role as a field engineer and over the year held various leadership positions covering sales and marketing both domestically and internationally.  His leadership roles serving the oil and gas industry gave him vast experience in emerging markets globally.  From 2009 until his retirement at the end of 2016, he held the Executive Vice President position with responsibility for the global oilfield chemicals business unit of $2.5 billion and 2,500+ employees.

Senthil

Dr. Senthil Gunasekaran

Assistant Director, Thomas and Joan Read Center for Distribution Research and Education, and Global Supply Chain Laboratory, Texas A&M University

Dr. Senthil Gunasekaran leads industry research projects, delivers executive education and develops distribution know-how at Texas A&M University’s wholesale distribution center for the past 13 years. As an Assistant Director of the center, he designs and directs industry projects and consortia focused on discovering and implementing best practices for distributors, while recruiting and developing a team of business analysts. He has designed and managed more than 158 wholesale distribution engagements. As an industry advisor, practitioner, researcher, speaker and educator, Senthil helps distributors with sales volumes from $10 million to more than $1 billion across 15 lines of trade. He has been teaching in Texas A&M’s executive masters class since 2008. Senthil is a co-author of six books for the NAW Institute for Distribution Excellence.

Pradip

Dr. Pradip Krishnadevarajan

Assistant Director, Thomas and Joan Read Center for Distribution Research and Education, and Faculty, Industrial Distribution Program, Texas A&M University

Dr. Pradip Krishnadevarajan cofounded Texas A&M’s Global Supply Chain Laboratory, the nation’s premier distribution-focused research lab that provides state-of-the-art distribution and supply-chain research solutions to the industry. He has 15 years of experience as an industry advisor, educator and speaker for wholesale distribution, helping wholesaler-distributors create strategic and tactical competitive advantage. Pradip has conducted more than 135 industry research projects in the areas of pricing optimization, customer stratification, inventory stratification, and warehouse optimization. He heads the continuing education and professional development program for the Thomas and Joan Read Center. Pradip has created new courses, such as Pricing Optimization, Intensive Customer Stratification, Intensive Inventory Management, Optimizing Distributor Profitability, Lean Supply Chain Management and Distributor Competitive Advantage. He has published 30 articles in International Journal of Management, Decision Sciences Journal and other journals. Pradip is a co-author of six books for the NAW Institute for Distribution Excellence.

Jay Johnson

Jay Johnson

Lecturer, Industrial Distribution Program, Texas A&M University, and Lead, NAW Certificate in Distribution Professional Management

Jay Johnson has more than 20 years of experience in distribution. He has worked in industries such as electrical, building materials, fluid power and power transmission, with positions in sales, sales management, and general management. He has participated in research projects in the building materials, electrical, PVF, HVAC, fluid power, plumbing, chemical and transportation industries. Jay uses his industry experience, education and continued research to deliver undergraduate and industry presentations in financial management, sales, sales management, inventory management and customer service.

Mark

Col. Ret. Mark Johnson

Associate Professor of Practice, Industrial Distribution Program, Texas A&M University

Before joining Texas A&M, Col. Ret. Mark Johnson served as the Director of Cyber Solutions for Camber Corporation from, and as a member of the Senior Executive Service. Before that, he was Director, Joint Information Operations Warfare Center (JIOWC), at the Lackland Air Force Base in Texas. Subordinate to the U.S. Strategic Command, the JIOWC is the lead USSTRATCOM component for Information Operations and Strategic Communication in support of U.S. national security objectives. TheJIOWC’s 450-plus personnel support the development of global effects and provide IO/SC planning in support of USSTRATCOM mission areas of strategic deterrence, space and cyberspace operations. Mark served in the U.S. Army from 1979 to 2008, retiring with the rank of Colonel. Prior to his active duty retirement, he was the Deputy Commander, Joint Information Operations Warfare Command. He is a Master Parachutist.

Barry Lawerence

Dr. Barry Lawrence

Program Coordinator, Industrial Distribution Program; Director, Thomas and Joan Read Center; and Director, Global Supply Chain Laboratory, Texas A&M University

As a faculty member of the Industrial Distribution Program, Dr. Barry Lawrence is involved in graduate, undergraduate and professional continuing education teaching activities, funded research projects, publications and industry presentations. His teaching activities surround classes in manufacturer– distributor relationships, supply chain management, distributor profitability and distribution strategy. Barry is a frequent speaker for distribution associations, buying groups and companies on topics ranging from distributor profitability, distribution growth and market share, pricing optimization, inventory asset management, sales and marketing optimization, global distribution and other topics. Barry is a Fellow with the NAW Institute for Distribution Excellence, and co-author of six books on distributor competitiveness. He has more than 10 years of industry experience in sales and retail business before joining Texas A&M.

Jim Thompson

Jim Thompson

Senior Lecturer, Industrial Distribution Program, Texas A&M University, and Lead, NAW Micro Degree: Leading Innovation and Accelerating Implementation

With more than 35 years in distribution and manufacturing, including artificial intelligence, safety, electrical, plumbing, HVAC and specialty products, Jim Thompson provides leadership for client development at Texas A&M. His expertise is in general management, marketing, human resources, business acquisition and finance disciplines, and he has operating experience across the Americas and the Pacific Rim. Jim served as President and CEO of Vallen Corporation.

Texas A&M University, College Station, Texas

The three sessions will be held at the Sbisa Conference Center on Asbury Street on the campus of Texas A&M University. Within walking distance of the Sbisa Conference Center is the Northside Parking Garage, located on the corner of University Drive and Ireland Street. See map below.

Once you have registered for these sessions, the Thomas and Joan Read Center staff will contact you with information regarding local hotels so that you can make your hotel accommodations.

The Thomas and Joan Read Center was founded in 1988 with the intent of bringing together distributors, manufacturers, professional associations and others to solve problems in the distribution industry. It is the only university center in the United States that focuses on research and education in industrial distribution. The Read Center works with industry leaders and their projects to discover new ways of productively and profitably serving the needs of the marketplace. It helps industry professionals recognize and improve their best practices, and provides solutions and methodologies to facilitate a competitive advantage.

Map_Sbisa

For more details about the content of the NAW Certificate Program, contact Jim Thompson, Senior Lecturer, Industrial Distribution Program, Texas A&M University, jim8835@tamu.edu.

For more information about the NAW Certificate awarded to participants who complete all three sessions, contact Patricia A. Lilly, Senior Vice President of Thought Leadership, NAW, plilly@naw.org.

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