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.

 

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NAW Institute Top 10 Best Sellers

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

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Brent R. Grover, Jay K. Greyson, Joseph V. Pease, Jr., J Bret Treier

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: E...

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2. 5 Fundamentals for the Wholesale Distribution Branch Manager, Second Edition

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Jim Ambrose

Order your Kindle Edition.   Order your NOOK Book.   Order your iBooks Edition.   Take a few minutes to hear directly from author Jim Ambrose about why you should buy this book. SO MUCH DEMAND FOR THIS BOOK, WE'VE RELEASED A SECOND EDITION!...

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3. Customer Stratification: Best Practices for Boosting Profitability

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F. Barry Lawrence, Ph.D., Pradip Krishnadevarajan, Senthil Gunasekaran

Take a couple minutes to listen to Mark Kramer, President and CEO of Laird Plastics, talk about the first-of-its-kind and top-selling study, Customer Stratification: Best Practices for Boosting Profitability. Best-in-class distributors categorize customers based on various factors, but customer st...

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4. Pricing Optimization: Striking the Right Balance for Margin Advantage

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Pradip Krishnadevarajan, Senthil Gunasekaran, F. Barry Lawrence, Ph.D., Brijesh Rao

Listen to Barry Lawrence of Texas A&M University discuss a critical issue in wholesale distribution today: Pricing Optimization. Forward-thinking wholesaler-distributors who strive for above-average returns in the “New Normal” by leveraging pricing optimization best practices that ...

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5. BRAND-NEW! Driving Profitable Growth: A Distributor's Playbook to Generate–Manage–Sustain Competitive Advantage

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Senthil Gunasekaran, Pradip Krishnadevarajan, F. Barry Lawrence, Ph.D.

Groundbreaking Research from Barry Lawrence and His Team at Texas A&M! Growth is imperative. Distributors that are not growing are essentially dying in slow motion. Achieving top-line growth is becoming increasingly difficult given today's economic challenges and customer demands. That...

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6. What's Your Plan? Smart Salesforce Compensation in Wholesale Distribution

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Mike Marks, Mike Emerson

According to authors Mike Marks and Mike Emerson in their book, What’s Your Plan? Smart Salesforce Compensation in Wholesale Distribution, there is absolutely no relationship between your sales incentive plan and your likely gain or loss in market share. In fact, here's what matters...

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7. Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins

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Brent R. Grover

Register for On Demand Access to "Why Don’t Distributors Make More Money?" webinar with Brent Grover.  Register for On-Demand Access to “Selling Smarter: Strategic Pricing for Distributors” webinar. Sponsored by Experience shows that most distributors are leaving a...

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8. Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line

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F. Barry Lawrence, Ph.D., Senthil Gunasekaran, Pradip Krishnadevarajan

In just a few minutes, listen to Barry Lawrence of Texas A&M University discuss the comprehensive research study, Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line. Register for On-Demand Access to “Optimizing Distributor Profitability” webinar. Sponsor...

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9. Profit Myths in Wholesale Distribution: The Truth About Sales, Margins, Inventory, and Expenses

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Albert D. Bates, DBA

Watch Al Bates of Profit Planning Group discuss the four bromides in distribution that just don’t work and why. Al offers reasons why reading his best seller, “Profit Myths in Wholesale Distribution,” will help wholesaler-distributors of all sizes across the industry drive profits.&n...

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10. Essentials of Profitable Wholesale Distribution©, Second Edition

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Jim Olsztynski

Every chapter includes a comprehensive quiz, and there’s a thorough glossary of distribution terms and a detailed index in the back of this 190-page workbook. Making money in the wholesale distribution business gets tougher every year. When you add the current economic climate to the equation, making m...

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10. NEW! INNOVATE! How Successful Distributors Lead Change in Disruptive Times

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Dirk Beveridge

Watch Dirk Beveridge discuss his brand-new book "INNOVATE! How Successful Distributors Lead Change in Disruptive Times."   Order your Kindle Edition.   Order your NOOK Book.   Order your iBooks Edition.   Check out recent coverage abo...

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