Delivering for Best-in-Class Wholesaler-Distributors

"This is a ‘how-to’ book for distributor managers looking to use the same data in different ways to improve the bottom line. One of my favorite takeaways is using data to not just identify, but to pinpoint trends. In our business, margin erosion is something we constantly inquire about, and this book focuses on new ways to identify specific areas of margin erosion and then what to do about it. If you’re looking for a best-practices book on reading and interpreting data, and then doing something about it, this book is for you."

—Ted Lansing, Executive Vice President of Human Resources, Lansing Building Products

Tony Pericle

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Understanding and using analytics is critical to your business.

Transforming Data into Action: Using Analytics for Better Distributor Sales Decisions shows you how to assimilate information to optimize decisions. You will become proficient in your use of the information your company produces. It shows you step-by-step how to organize your company’s data and reports so you can arm your sales force to sell more productively and more efficiently. No single activity to improve sales or margin can be done without solid analytics.

Analytical distributors are investing resources to enable their people to ask better questions through the use of better information. A goal of information is to provide answers. Better questions lead to better answers. Better answers lead to competitive advantage, and competitive advantage leads to higher sales revenue and profitability!

You will learn the reasons for investing in resources that provide better information for your sales team and your sales support team. This book will give you plenty of ideas, discussions and detailed step-by-step examples for how you can take your raw data and transform it into more useful reporting for your entire sales operation.

Armed with these insights, you will be equipped to make smarter decisions to protect your customer base and increase your sales revenue. When you can trust reliable information and have more effective tools to use to manipulate that information, you are where we want and need to be—in a position of power to effect better decision making about your sales operations.
Specifically, this book will help you

  • understand what role the “sales analyst” plays within your company and how this position could deliver 1%–2% of additional gross margin for your business
  • navigate the dangerous traps of bad information that come from lack of data integrity and incomplete context when using the data
  • take a data-centric approach to identify which activities enhance value and which activities erode profit
  • apply to your operations the same reporting and analytics best practices used by leading wholesaler-distributors
  • increase shareholder value by showing you how to become an “analytical” distributor!

BONUS FEATURES: This workbook contains 11 end-of-chapter self-correcting quizzes, a glossary of common wholesale distribution terms and a final comprehensive self-test review to speed learning and retention.


What Distributors Are Saying

“This book is incredibly useful, especially for organizations that are looking to apply analytical methods around common distribution business problems. It’s a clear, persuasive discussion of how to establish a broad analytical capability within a distribution company, and some benefits that might accrue from having that capability. It shows that there is a correlation between being analytical, and being successful from a financial standpoint. This is a must-read for analysts on your team who are charged with providing actionable intelligence that is relevant to your business.”

— Kevin Ryan, Director of Business Intelligence, Henry Schein, Inc.

“The book is PACKED with information and detail. It easily moves from a conceptual idea to an actionable reference guide that every distributor can use every day. High-level distributor executives who are willing to commit the time and energy to growing their sales and profitability using the analytical strategies in this book will be rewarded! Tony Pericle uses an analogy of a football coach with a headset relying on scouts high in a stadium with clear lines of sight as a clever way to help readers quickly grasp his core concept. We can relate to how many of us try to manage our businesses via data from the bottom of the pyramid—data that is often just aggregated totals. Pericle makes an excellent case for investing the effort to move up the data pyramid, so that you can work off more refined and accurate information. This data allows you to be much more proactive in identifying trends. ”

—Kevin McClamroch, President, TriMark Adams-Burch Inc.

“Tony Pericle’s presentation on analysis from the sales perspective is a must for members of Finance and IT staffs. I appreciate his focus away from the flash of analytical tools to the importance of data accuracy and the absolute need for qualified individuals who can analyze, interpret and report the data in meaningful and actionable ways. This book has provided our company with a roadmap on how to become more of an analytical distributor.”

— Stephen Holt, Former Controller, Reid Entities

About the Author

Tony Pericle

Tony has worked in distribution since the early 1990s. He started his career with General Medical as a sales rep and worked his way from being ranked 204 (out of 207) to the top 25 within 3 years. He was promoted several times and held positions within sales administration, information technology, and margin management. As a consultant over the past 10 years, he has worked with more than 40 large and small distributors representing various lines of trade. His solutions have enabled his clients to achieve $350 million in bottom-line profits with the use of better information.