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 Facing the Forces of Change®: Navigating the Seas of Disruption for everyone on your team!

 

Transforming Wholesale Distribution Sales Teams to Thrive in the New Economy

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Description

Wholesaler-distributors and their sales organizations must grow and transform to meet the growing expectations of today’s marketplace. Inside and outside sales forces must step up the level of value they provide if their organizations are to remain a part of the cus¬tomers’ supply alternatives. Customer expectations are increasing; receiving significant and meaningful value from their distributors is a requirement. As markets grow, mature, and become influenced by technology, the need also grows for distributor salespeople to better define real business value and deliver it to their customers convincingly. This 16-page report, researched and written for the NAW Institute by Chally, a GrowthPlay company, discusses the four ways wholesale distribution companies must transform their sales forces.

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  • Mergers and Acquisitions for Distributors: Expert Advice for Buyers and SellersFind out more »
  • Driving Profitable Growth: A Distributor's Playbook to Generate–Manage–Sustain Competitive AdvantageFind out more »
  • Pricing Optimization: Striking the Right Balance for Margin AdvantageFind out more »
  • Sales and Marketing Optimization: Developing Competitive Value Propositions in DistributionFind out more »
  • Customer Stratification: Best Practices for Boosting ProfitabilityFind out more »