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Articles

• Do You Have What It Takes to Be a Disruption Survivor? – Distributors in the Digital Era #58
• Are You Using Talent Analytics to Drive Your HR and Business Results? – Developing Your Workforce #10
• PUH-LEASE …. Can We Stop Talking About Amazon? – Distributors in the Digital Era #57
• Use Technology to Optimize Your Talent Practices – Developing Your Workforce #9
• 5 Ways to Be More Valuable to Customers Without Cutting Prices – Value Creation Strategy #3
• Why Distributors Must Become Strategic Marketers – Distributors in the Digital Era #56
• Is Your Webstore an Imitation or an Innovation? – Distributors in the Digital Era #55
• Let Your Employees Surprise You! – Developing Your Workforce #8
• From Purpose to Performance: Lessons for Distribution Leaders – Developing Your Workforce #7
• Invent Zero-step Distribution to Save the Value Chain – Distributors in the Digital Era #54
• New Technology and New Thinking Can Help Your Team Sell Smarter – Value Creation Strategy #2
• Chairman’s Column: Attract, Train, Challenge!
• Which Talent Strategy Has Your Company Adopted? – Developing Your Workforce #6
• Can Gig Technician Services Pay Distributors for Value? – Distributors in the Digital Era #53
• How Often Should Sales Reps Call on Customers? – Value Creation Strategy #1
• Make Performance Management TRULY Work – Developing Your Workforce #5
• What Is the Purpose of Distribution in the Digital Age? – Distributors in the Digital Era #52
• Working with Millennials Doesn’t Have to Be a Pain – Developing Your Workforce #4
• Can Distributors Win as “The Experience Store”? – Distributors in the Digital Era #51
• Chairman’s Column: It’s the Experience Baby!
• Take Employee Engagement Seriously! – Developing Your Workforce #3
• What Is Your Employee Value Proposition? – Developing Your Workforce #2
• Why Employees Leave You – Developing Your Workforce #1
• Distributors Must Become Brand Value Creators – Distributors in the Digital Era #50
• Five Key Elements for Your Omnichannel Strategy – Distributors in the Digital Era #49
• Reinvent Your Supplier Partnerships – Distributors in the Digital Era #48
• Channeling Amazon and Best Buy’s Innovations – Distributors in the Digital Era #47
• Channel: What Is in a Word? – Distributors in the Digital Era #46
• Chairman’s Column: Digital Transformation Begins with Data
• Chairman’s Column: Transform or Be Left Behind
• Are You More Than a Bump in the Road? – Distributors in the Digital Era #45
• What Do Sharks Have to Do with Channel Innovation? – Distributors in the Digital Era #44
• Are Craft and Artisanal Channels on Your Radar? – Distributors in the Digital Era #43
• Distributor Leaders: Who Do You Keep Up at Night? – Distributors in the Digital Era #42
• What Is Your Approach to Distributor-led Innovation? – Distributors in the Digital Era #41
• The Key Word for 2018 Is Community – Distributors in the Digital Era #40
• Striving to Become the Indispensable Partner – Distributors in the Digital Era #39
• Are You Ready for the Millennial Invasion? Here Is One Distributor’s Approach
• Involve Your Staff in Creating a Culture of Innovation – Distributors in the Digital Era #38
• Chairman’s Column: Talent and Culture Have to Be a Competitive Advantage
• Success Requires New Digitally Enabled Behaviors – Distributors in the Digital Era #37
• Going Beyond the Basics of Digital Innovation – Distributors in the Digital Era #36
• Is Stress Impeding Your Ability to Drive Digital Change? – Distributors in the Digital Era #35
• Do You Have a Digital Partnership with Your Suppliers? – Distributors in the Digital Era #34
• Are You Ready to Lead in the Digital Age? – Distributors in the Digital Era #33
• The Top Measure of CEO Success Is Developing Capabilities – Distributors in the Digital Era #32
• What Do Customers Want from a Digital Distributor? – Distributors in the Digital Era #31
• You Can’t Beat Amazon by Acting Alone – Distributors in the Digital Era #30
• Chairman’s Column: Technology – Our Friend and Competitor
• Is Your Digital Vision Holding You Back? – Distributors in the Digital Era #29
• Developing a New Leadership Mindset – Distributors in the Digital Era #28
• Are You Making the Necessary Capability Investments? – Distributors in the Digital Era #27
• Cloud Adoption for Distributors
• Are Digital Tools Making Your Business More Competitive? – Distributors in the Digital Era #26
• Are You Facing a Crisis of Confidence with Your Suppliers? – Distributors in the Digital Era #25
• The Human Capital Issues for CHROs
• What Can Distributors Learn from Amazon’s Acquisitions? – Distributors in the Digital Era #24
• Get in Front of Digital Disruption – Distributors in the Digital Era #23
• SPECIALIZE and Beat Disruptors at Their Own Game – Distributors in the Digital Era #22
• It’s Not Too Late … Do You Know Your Customers? – Distributors in the Digital Era #21
• Outside/In Customer-Focused Culture
• Distributors and Manufacturers Can Be Partners for Disruption – Distributors in the Digital Era #20
• Chairman’s Column: Distribution Needs Its Business Leaders to Be Politically Engaged
• Create New Value That Is Measurable, Meaningful and Unmatched – Distributors in the Digital Era #19
• Where Does Social Media Fit Within Your Business? – Distributors in the Digital Era #18
• Modern Innovative Distribution Strategies
• Innovation Turns the Table on Amazon – Distributors in the Digital Era #17
• Are You Calling the Right Plays for Sales Success? – Distributors in the Digital Era #16
• Digital Progress Requires Reinvented Channel Partnerships – Distributors in the Digital Era #15
• Inside Sales Teams Drive Excellent Customer Experience – Distributors in the Digital Era #14
• Leave Your Distribution Comfort Zone and Stop Commoditizing Your Business
• Inside Sales Teams Improve Profits and Grow Sales – Distributors in the Digital Era #13
• What Manufacturers Say About Digital Tools – Distributors in the Digital Era #12
• You Can Drive Organic Sales Growth By Up to 25% – Distributors in the Digital Era #11
• Chairman’s Column: The Job Disconnect and Distribution’s Answer
• Digital Sales Builds on Inside Sales Expertise -Distributors in the Digital Era #10
• 5 Essentials for Improving Your Channel Management – Distributors in the Digital Era #9
• Take a Gut Check on Your Digital Vision – Distributors in the Digital Era #8
• How Competency Models Give You a Competitive Advantage – Distributors in the Digital Era #7
• Why Data Sharing Leads to Better Value for Customers – Distributors in the Digital Era #6
• How Wholesaler-Distributors Can Maximize The Impact of Internet of Things
• Forget Strategy. Look for Inspiration From Your Customers – Distributors in the Digital Era #5
• Digital Tools Were a Hot Topic at NAW 2017 Executive Summit – Distributors in the Digital Era #4
• An Open Innovation Model for Wholesaler-Distributors
• How to Build an Industry-Leading Sales Channel – Distributors in the Digital Era #3
• Making Sense of Digital Tools – Distributors in the Digital Era #2
• Don’t Leave Your Digital Vision to Chance – Distributors in the Digital Era #1
• 5 Key Facts About the Wholesale Distribution Industry
• Virtual Reality and Blockchain – Wholesale Distribution Trends #14
• 9 Questions Wholesaler-Distributors Should Ask About Their Digital Journey
• Drones and Driverless Vehicles – Wholesale Distribution Trends #13
• Additive Manufacturing – Wholesale Distribution Trends #12
• Robotics, Industrial Connectivity – Wholesale Distribution Trends #11
• The Internet of Things for Wholesaler-Distributors – Wholesale Distribution Trends #10
• Cloud Computing for the Wholesaler-Distributor – Wholesale Distribution Trends #9
• Analytics for the Wholesaler-Distributor – Wholesale Distribution Trends #8
• Digital Commerce – Wholesale Distribution Trends #7
• Leveraging the Changing Workforce – Wholesale Distribution Trends #6
• Using Mergers and Acquisitions as a Disruptive Force – Wholesale Distribution Trends #5
• Leveraging Relationships in a Customer-Centric World – Wholesale Distribution Trends #4
• Branding and Image: Distributors as Service Providers – Wholesale Distribution Trends #3
• Unpacking the 6 Disruptive Forces in Wholesale Distribution – Wholesale Distribution Trends #2
• Wholesale Distribution at a Watershed Moment – Wholesale Distribution Trends #1
• 10 Tips for Distributors in Building Customer Relationships
• 6 Strategies for Competing with Disruptors
• What Are Digital Tools: A Guide for Wholesaler-Distributors
• Top 10 Guiding Principles for Designing Your CRM Selection Process
• What Challenges Are Distributors Facing?
• The Mini-Huddle Culture
• Why CRM Is Fast Becoming a Standard Business Practice and Essential Tool
• What Is Client Relationship Management or Customer Relationship Management (CRM)?
• Top 10 Benefits of Adopting a Customer Relationship Management System (CRM)
• 7 Strategic Findings Regarding the Adoption and Use of Digital Tools
• Top Concerns Distributors Have About Adopting Customer Relationship Management – CRM
• 6 Customer Buying Behaviors in the Era of Digital Tools
• 4 Ways to Utilize Data Collected from CRM Analytics
• 3 Benefits of Adopting CRM for Sales Leaders
• 3 Success Factors Helpful in Building Your List of CRM Vendor-Selection Criteria
• Your One-Two Punch for Digital Competitiveness
• 3 Reasons Why Successful Distributors Adopt CRM
• 3-Step Process for Developing a Value Strategy
• 12 Benefits of Digital Tools Identified by Distributors
• How to Compete with Internet-savvy Distributors

Publications

• BRAND-NEW! Creating Innovations and Shaping the Future of Business: A Look at Commerce, Technology and Human Forces in Distribution
• BRAND-NEW! NAW 2018 Cross-Industry Compensation & Benefits Study with Online Tools (6 Components)
• BRAND-NEW! Optimizing Human Capital Development: A Distributor’s Guide to Building Sustainable Competitive Advantage Through Talent Strategy
• Unlock the Power of Inventory Analytics: Aligning Working Capital to Customer Experience to Maximize Your Bottom Line
• CEO Insights on Innovating the Distributor for the Digital Age
• 24-page addendum to Facing the Forces of Change®: Reimagining Distribution in a Connected World
• …But What Did It Cost Us? How to Reduce Selling Costs in Wholesale Distribution
• Leaving Your Comfort Zone: New Insights to Strengthen the Critical Distributor–Manufacturer Partnership
• Digital Transformation: The New Proving Ground for Distributors
• Facing the Forces of Change®: Decisive Actions for an Uncertain Economy – available as an e-book
• Taking Charge of Distribution Sales: 9 Proven Skills to Lead and Manage Your Sales Team
• Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully
• Achieving Effective Inventory Management, 6th Edition with EIM Version 3 Spreadsheets!
• Facing the Forces of Change®: Navigating the Seas of Disruption
• Getting Results From Your Digital Investments
• Mergers and Acquisitions for Distributors: Expert Advice for Buyers and Sellers
• Driving Profitable Growth: A Distributor’s Playbook to Generate-Manage-Sustain Competitive Advantage
• The REAL Profit Drivers: Managing the CPVs
• The Future of Selling: The End of Sales as We Know It
• Becoming a Digital Distributor: Strategies and Tools That Create Value
• INNOVATE! How Successful Distributors Lead Change in Disruptive Times
• Facing the Forces of Change®: Reimagining Distribution in a Connected World
• Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors
• Pricing Optimization: Striking the Right Balance for Margin Advantage
• Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution
• Effective Sales Incentive Design for Distributors: What’s the Right Plan?
• 5 Fundamentals for the Wholesale Distribution Branch Manager, Second Edition
• Triple Your Profit! Stop Being a Profit Soldier and Start Being a Profit Winner
• In Search of the Perfect Customer: Cost-to-Serve for Distributors
• Customer Stratification: Best Practices for Boosting Profitability
• Strategic Planning for Distributors: Execution Isn’t Everything—It’s the Only Thing!
• Transforming Data into Action: Using Analytics for Better Distributor Sales Decisions
• Value Creation Strategies for Wholesaler-Distributors
• Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line
• Strategic Pricing in Wholesale Distribution: Tools and Rules for Building Higher Margins
• Profit Myths in Wholesale Distribution: The Truth About Sales, Margins, Inventory, and Expenses
• Essentials of Profitable Inside Sales in Distribution©
• 5 Fundamentals for the Wholesale Distribution Sales Manager
• What’s Your Plan? Smart Salesforce Compensation in Wholesale Distribution
• Essentials of Profitable Wholesale Distribution©, Second Edition
• Marketing Plans for Growing Sales: A Guide for Wholesaler-Distributors, Second Edition

Events

• NAW 2019 Association Executives Council (AEC) Summer Meeting
• NAW 2020 Executive Summit
• NAW Billion Dollar CFO Roundtable, Spring 2019
• NAW Billion Dollar CIO Roundtable, Spring 2019
• NAW 2019 Executive Summit
• NAW Billion Dollar CLO Roundtable, Spring 2019
• NAW Billion Dollar Operations Roundtable, Spring 2019
• NAW Billion Dollar CHRO Roundtable, Spring 2019
• NAW Large Company Operations Roundtable, Spring 2019
• NAW Large Company CFO Roundtable, Spring 2019
• NAW Billion Dollar CEO Roundtable, 2019
• NAW Large Company CEO/COO Roundtable 2019
• NAW 2020 Executive Summit
• NAW 2019 Association Executives Council (AEC) Winter Meeting
• NAW Billion Dollar CIO Roundtable, Fall 2018
• NAW Billion Dollar CFO Roundtable, Fall 2018
• NEW! Custom Process Capability Assessment and Execution Training
• NEW! NAW Micro Degree in Project Leadership
• NEW! NAW Certificate in Distribution Professional Management
• NAW Billion Dollar Operations Roundtable, Fall 2018
• NAW Billion Dollar CLO Roundtable, Fall 2018
• NAW Billion Dollar CHRO Roundtable, Fall 2018
• NAW Large Company CFO Roundtable, Fall 2018
• NAW Large Company Operations Roundtable, Fall 2018
• NAW 2018 Association Executives Council (AEC) Summer Meeting
• NAW Large Company CEO/COO Roundtable 2018
• NAW Billion Dollar Operations Roundtable, Spring 2018
• NAW Billion Dollar CHRO Roundtable, Spring 2018
• NAW Billion Dollar CEO Roundtable, 2018
• NAW Billion Dollar CIO Roundtable, Spring 2018
• NAW Billion Dollar CFO Roundtable, Spring 2018
• NAW Billion Dollar CLO Roundtable, Spring 2018
• NAW Large Company CFO Roundtable, Spring 2018
• NAW Large Company Operations Roundtable, Spring 2018
• NAW Association Executives Council (AEC) Winter Meeting
• NAW 2018 Executive Summit
• NAW Large Company Operations Roundtable, Fall 2017
• NAW Large Company CFO Roundtable, Fall 2017
• NAW Large Company CEO/COO Roundtable 2017
• NAW Billion Dollar Operations Roundtable, Fall 2017
• NAW Billion Dollar CHRO Roundtable, Fall 2017
• NAW Billion Dollar CLO Roundtable, Fall 2017
• NAW Billion Dollar CIO Roundtable, Fall 2017
• NAW Billion Dollar CFO Roundtable, Fall 2017
• NAW Billion Dollar CEO Roundtable, 2017
• NAW Billion Dollar CFO Roundtable, Spring 2017
• NAW Billion Dollar CIO Roundtable, Spring 2017
• NAW Billion Dollar Operations Roundtable, Spring 2017
• NAW Billion Dollar HR Roundtable,Spring 2017
• NAW Billion Dollar CLO Roundtable, Spring 2017
• NAW Large Company CFO Roundtable, Spring 2017
• NAW Large Company Operations Roundtable, Spring 2017
• NAW Billion Dollar CEO Roundtable, 2016
• NAW Large Company CEO/COO Roundtable