WHOLESALE DISTRIBUTION BEST PRACTICES

Leading wholesaler-distributors depend on NAW Institute for Distribution Excellence groundbreaking research studies because they help solve real-world business challenges.

 

YOUR 5-YEAR GROWTH ROADMAP

 

 

Order copies of best-selling  Facing the Forces of Change®: Reimagining Distribution in a Connected World for everyone on your team!

 

Publications

Featured Publication

BRAND-NEW! Mergers and Acquisitions for Distributors: Expert Advice for Buyers and Sellers

Register for On Demand Access to "Why Don’t Distributors Make More Money?" webinar with Brent Grover.

Sponosred by

Today, we are at a historically high level of merger and acquisition (M&A) activity among wholesaler-distributors. Mergers and Acquisitions for Distributors: Expert Advice for Buyers and Sellers by Brent R. Grover is a brand-new research study that navigates M&A in the wholesale distribution industry. For buyers and sellers of distribution businesses, it covers the importance of getting professional guidance, selecting the best people to assist with M&A, and bringing advisers into the buying or selling process as early as possible. This guide provides information that probably can’t be found anywhere else—and certainly not as a single comprehensive resource aimed at wholesaler-distributors.

This book draws on the expertise of three deal professionals, each of whom has extensive experience with distribution transactions. The unique perspectives of a private equity investor, an attorney, and a certified public accountant (CPA) enrich this text with information the reader might not be able to find anywhere else.

Save 15% when you order together with these other best sellers from Brent Grover: In Search of the Perfect Customer: Cost-to-Serve for Distributors and Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins


New Releases

All Publications

Distribution Online Courses

Financial Management

  • BRAND-NEW! Mergers and Acquisitions for Distributors: Expert Advice for Buyers and Sellers
    Brent R. Grover, Jay K. Greyson, Joseph V. Pease, Jr., J Bret Treier

Profit, Pricing, and Operations Improvement

  • BRAND-NEW! Driving Profitable Growth: A Distributor's Playbook to Generate–Manage–Sustain Competitive Advantage
    Senthil Gunasekaran, Pradip Krishnadevarajan, F. Barry Lawrence, Ph.D.
  • Customer Stratification: Best Practices for Boosting Profitability
    F. Barry Lawrence, Ph.D., Pradip Krishnadevarajan, Senthil Gunasekaran
  • In Search of the Perfect Customer: Cost-to-Serve for Distributors
    Brent R. Grover

  • NAW Online Course: Quality Processes in Distribution
  • NEW! The REAL Profit Drivers: Managing the CPVs
    Albert D. Bates, DBA
  • Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line
    F. Barry Lawrence, Ph.D., Senthil Gunasekaran, Pradip Krishnadevarajan

  • Price for Success: An Online Course for the Wholesale Distribution Sales Team
  • Pricing Optimization: Striking the Right Balance for Margin Advantage
    Pradip Krishnadevarajan, Senthil Gunasekaran, F. Barry Lawrence, Ph.D., Brijesh Rao
  • Profit Myths in Wholesale Distribution: The Truth About Sales, Margins, Inventory, and Expenses
    Albert D. Bates, DBA

  • Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins
    Brent R. Grover
  • Triple Your Profit! Stop Being a Profit Soldier and Start Being a Profit Winner
    Albert D. Bates, DBA

Sales Management

  • 5 Fundamentals for the Wholesale Distribution Sales Manager
    Tim Horan, Steve Deist
  • Driving Distributor Sales Beyond: Best Practices for Outselling Your Competitors
    Dirk Beveridge
  • Effective Sales Incentive Design for Distributors: What’s the Right Plan?
    Mike Emerson, Steve Deist

  • Essentials of Profitable Inside Sales in Distribution©
    Jim Olsztynski
  • Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors
    Mark Dancer
  • Marketing Plans for Growing Sales: A Guide for Wholesaler-Distributors, Second Edition
    Scott Benfield

  • NAW Online Course: Principles of Distribution Sales
  • NEW! The Future of Selling: The End of Sales as We Know It
    Howard Stevens
  • Objective-Based Selling™ in Wholesale Distribution: Four Keys to Selling More at Higher Gross Margins
    Gary T. Moore

  • Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution
    Senthil Gunasekaran, Pradip Krishnadevarajan, F. Barry Lawrence, Ph.D.
  • Taking Charge of Distribution Sales: 9 Proven Skills to Lead and Manage Your Sales Team
    Gary T. Moore
  • Transforming Data into Action: Using Analytics for Better Distributor Sales Decisions
    Tony Pericle

  • What's Your Plan? Smart Salesforce Compensation in Wholesale Distribution
    Mike Marks, Mike Emerson

Strategy Development, Execution, and Management

  • BRAND-NEW! Becoming a Digital Distributor: Strategies and Tools That Create Value
    Mark Dancer
  • NEW! INNOVATE! How Successful Distributors Lead Change in Disruptive Times
    Dirk Beveridge
  • Strategic Planning for Distributors: Execution Isn’t Everything—It’s the Only Thing!
    Tom O'Connor

  • Value Creation Strategies for Wholesaler-Distributors
    Steve Deist, Mike Marks, Mike Emerson

Supply Chain Management

  • NAW Online Course: Manufacturer-Distributor Relationships
  • Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully
    Mike Marks, Tim Horan, Mike Emerson

Trends in Wholesale Distribution

  • Facing the Forces of Change®: Decisive Actions for an Uncertain Economy – available as an e-book
    Guy Blissett
  • Facing the Forces of Change®: Reimagining Distribution in a Connected World
    Guy Blissett, Paul St. Germain

Warehouse and Inventory Management

  • Achieving Effective Inventory Management, Fifth Edition with EIM Version 3 Spreadsheets!
    Jon Schreibfeder
  • Auditing Warehouse Performance PLUS Warehousing Forum newsletter
    Ken Ackerman

Wholesale Distribution Basics

  • 5 Fundamentals for the Wholesale Distribution Branch Manager, Second Edition
    Jim Ambrose
  • 5 Fundamentals Series Bundle
    Jim Ambrose, Tim Horan, Steve Deist
  • Essentials of Profitable Wholesale Distribution©, Second Edition
    Jim Olsztynski