Delivering for Best-in-Class Wholesaler-Distributors

"This book will be of great benefit for any distributor who wants to develop an effective strategy, especially those who don’t know where to start. It shows how to develop a plan your organization can execute successfully, which is where most fail. It opened my eyes to the need to match the plan to the resources of the organization. Like most things in distribution, less really is more."

—Charles Lingenfelter, President and CEO, Industrial Distribution Group

Steve Deist, Mike Marks, Mike Emerson

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$95.00 NAW Direct Member
$150.00 Nonmember
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$75.00 NAW Direct Member
$130.00 Nonmember

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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.

Develop a market-driven strategy to increase your value proposition.

Value Creation Strategies for Wholesaler-Distributors provides highly actionable insights about how wholesaler-distributors can use a market-driven strategy to increase enterprise value for customers and shareholders. The authors walk through the principles that drive successful strategy development and execution for distributors of all sizes and lines of trade. Through research findings and the real-world distribution examples provided throughout this book, they explain how value creation strategy can produce significant and rapid financial benefits. A market-driven approach is the key to creating true competitive advantage, permanently improving organizational performance and making real productivity gains. Wholesale distribution top executives, directors, and those who are on the path to top leadership in distribution should read this book.


What Distributors Are Saying

“The current business environment is forcing all of us to re-examine our business model no matter how successful it may have historically been. This book provides an excellent launching board from which to start that process. Every chapter contains examples of accurate and identifiable real-world situations. This clear grounding in distributor reality forced me to take all of their findings seriously regardless of how much they conflicted with my own internal beliefs. The text is concise, interesting, and actionable.”

—Dan Blaylock, CEO, TriMark Adams-Burch Inc.

About the Authors

Steve Deist

Steve has more than 20 years of experience in the wholesale distribution and supply chain arenas. In addition to his consulting work, he is a highly rated speaker, trainer, and board director. He is Indian River Consulting Group’s strategic planning specialist and manages the firm’s channel consulting projects for manufacturers that sell through distribution.

Mike Marks

Mike co-founded Indian River Consulting Group in April 1987 after a 20-year career in distribution management. He has written extensively, is frequently quoted on many industry issues, and is a research Fellow of the NAW Institute for Distribution Excellence. He is recognized for his expertise in channel strategies, supply chain management, and the practical application of technology.

Mike Emerson

Mike began his career at Indian River Consulting Group (IRCG) in 1997 and has worked with hundreds of distributors and manufacturers of all sizes and within many lines of trade. He has managed a broad array of IRCG projects. His main focus areas include: compensation design, strategy facilitation, market research, and data modeling and analysis. Mike writes extensively on distributor and marketing channel topics and is frequently quoted on contemporary issues.