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NAW Institute for Distribution Excellence




NAW Institute for Distribution Excellence Fellows

The Fellows Program was established in 1999. It is intended to recognize outstanding individuals from the academic and consulting communities doing excellent work to expand the body of knowledge about the wholesale distribution industry. When it comes to research and authoring practical reports that can assist distribution companies to be more profitable, these Fellows are our crown jewels.


J. Michael Marks

J. Michael Marks, Managing Partner of Indian River Consulting Group in Melbourne, Florida, became a Fellow in 2002.

Indian River Consulting Group (IRCG) is an experience-driven firm that continues to focus on the wholesale distribution channel.

Prior to forming IRCG, Mike held the position of Executive Vice President at Lex Electronics, a vertically integrated electronics distributor in Stamford, Connecticut. Prior to that, he was Director of Corporate Training and Development at Ducommon Inc., an industrial distribution company in Los Angeles, California.

Mike is coauthor of


Brent R. Grover

Brent R. Grover, President of Evergreen Consulting, LLC in Cleveland, Ohio, was named a Fellow in 2005.

Evergreen Consulting advises owner managers of closely held distribution and manufacturing companies on the challenges of strategy and ownership succession.

Brent, former CEO of National Paper & Packaging Co., served as Chairman of the NAW Member Association: National Paper Trade Association in 1993.


Brent is author of



Barry Lawrence, Ph.D.

Dr. Barry Lawrence, Director of the Industrial Distribution Program and the Global Supply Chain Lab (GSCL) at Texas A&M University in College Station, Texas, was named a Fellow in 2009.

The GSCL is the nation’s premier distribution-focused research lab, providing state-of-the-art distribution and supply chain research solutions to the wholesale distribution industry. The lab partners with the distribution industry to help companies solve complex problems. These partnerships have resulted in millions of dollars in cost savings, inventory reductions, and margin improvements.

Barry also heads up Texas A&M’s efforts with the Council for Research on Distributor Best Practices (CRDBP), an alliance between the NAW Institute for Distribution Excellence and Texas A&M University’s Industrial Distribution Program that launched in 2009 to further the understanding and application of best practices in wholesale distribution. The mission of the CRDBP is to create competitive advantage for wholesaler-distributors through development of research, tools, and education.

Barry is coauthor of



Mark Dancer

Mark Dancer is Founder and President of Channelvation, Inc. in Colorado Springs, Colorado, was named a Fellow in 2017. 

Channelvation works with business leaders and teams to create visions, solve problems and strengthen capabilities. Mark’s experience includes work across global markets and commercial, industrial, services, technology, automotive, construction and other sectors.

Previously, Mark was Vice President of Global Channel Management–Industrial Adhesives at Henkel.

Mark is author of

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