Delivering for Best-in-Class Wholesaler-Distributors

"This book takes strategic planning from the bookshelf to the bank! Leaving no stone unturned, Tom O'Connor masterfully fills in the gaps left by the typical strategic planning process. He points out that execution is a team sport that must involve everyone in the company from the top executives down to the street level. This book provides the tools, along with guidance about how to use them, which make execution likely and the best possible outcome a certainty."

—John S. Cain, President, Wiseway Supply

Tom O'Connor

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Creating and executing a successful business strategy is your #1 job.

Strategic Planning for Distributors: Execution Isn’t Everything—It’s the Only Thing! provides you with 11 proven best-practice strategy steps to apply as you run your business in a rapidly changing competitive environment. The book draws on more than two decades of wholesale distribution research with strategy execution secrets of successful wholesaler-distributors. You will learn how to

  • execute specific action plans to produce sustainable, profitable results
  • create effective leadership team roles related to strategy execution
  • balance your company’s “inside-out” thinking with “outside-in” thinking from channel partners
  • link strategy to the right performance measurement and reward system
  • ensure that all employees in your organization are committed to improving their individual performance and achieving your company’s overall business strategy.

The first strategy book writtien specifically for distributors, this guide will is here to help you overcome whatever strategic planning challenges you face. You will learn how to execute your business strategy successfully for profitable, long-term growth.

Most wholesaler-distributors fail to achieve sustainable, profitable growth. Many distributors are able to achieve temporary spurts of growth, but can not sustain that growth over 10 consecutive years. Only a small number of distribution companies succeed in creating shareholder value over long periods of time. Does your current strategic-planning process result in continual increases in market share and sustainable profitability? If not, then you want to read this book.


What Distributors Are Saying

“This book is one of those rare guide books that can help companies at all levels. For the company that has somehow managed to stay in business without a formal strategic planning process, this book provides an excellent roadmap on how to implement strategic planning in your business. For the company that has a strategic plan already in place, this book provides new tricks and best practices that can help move the company forward.”

— Bill Glockner, President and CEO, Hirsch Pipe & Supply Co., Inc.

This book is richly appended with step-by-step examples of distributors who have made a commitment to focus their business on their strategic goals. The book will show you how, with buy-in from your associates, you can make the same journey as other distributors. It will give you the inspiration and guidance to get there.”

—Bill Elliott, President, Elliott Electric Supply

About the Author

Tom O’Connor

Tom founded Farmington Consulting Group in 1982 and is well known throughout the wholesale distribution industry as a strategy consultant, writer, and speaker. He is a consultant at heart and is energized by taking wholesale distribution cross-functional strategy teams through the 11 strategy steps described in this book.