Delivering for Best-in-Class Wholesaler-Distributors

"I can’t put this book down!"

—Carlos Portillo, Manager, Sales and Pricing Analytics, Hirsch Pipe & Supply Co. Inc.

Brent R. Grover

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$95.00 NAW Direct Member
$150.00 Nonmember

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2-15 items: 15%
16-30 items: 20%
31-100 items: 30%
101-250 items: 40%
251+ items: 50%

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An NAW publication in salable condition may be returned within 15 days of receipt for a full refund. E-books and digital downloads are not returnable or refundable.

Don’t leave margin on the table.

Experience shows that most distributors are leaving at least two percentage points of gross trading margin on the table. This translates into 2% of total sales. Many companies can ultimately achieve more. The improvement is attainable fairly quickly and has proven to be sustainable. Two percent is the difference between mediocre profit results and stellar performance!

For many well-run distributors—those with a good handle on sales growth, expenses, and assets—gaining control over pricing is truly their last “unplowed field.” This book is a combination of business novel and guidebook with real-world lessons for distribution managers. It will show you how to gain control over your pricing function and turn your customer value proposition into value for your shareholders.

Another 200 or more basis points of margin may be just what many distribution managers need to stay profitable and preserve their companies in this economy. Seize the opportunity and use this book with your management team to implement a high-impact and sustainable strategic pricing system for your company.


What Distributors Are Saying

“In reading the novel in part I, I was able to draw relevant analogies to my own business and experience, thus increasing the impact of this book. The guidelines in part II served to pull it all together for me.”

—Mark Kramer, President and CEO, Laird Plastics

“I think this strategic pricing book is very effective and will definitely excite distributors to become more proactive about developing a solid pricing strategy.”

—Andre Lacy, Chairman, LDI Ltd

“I really enjoyed Brent Grover’s approach with both the novel and the guidebook. It’s a real “how-to” book on strategic pricing. The novel not only addressed pricing concepts, but also covered leadership issues as well. It was a FUN read!”

—Deborah Hamlin, CEO, Irrigation Association

About the Author

Brent R. Grover

Brent R. Grover, Managing Director of Brent Grover & Co. in Pepper Pike, Ohio, was named a Fellow in 2005. Brent advises owner managers of closely held distribution and manufacturing companies on the challenges of strategy and ownership succession.