Publications



FEATURED PUBLICATION

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

mergers

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.




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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

BRAND-NEW!
NAW 2016 Employee Compensation Report (2 Volumes)

With this report, you’ll have all the benchmarks and backup you need to budget employee pay and benefits with confidence!

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

At last, distributors have a growth playbook that is based on research and analytics instead of anecdotal information!

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

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.

CLICK FOR MORE INFO
NEW!
Becoming a Digital Distributor: Strategies and Tools That Create Value

Your roadmap to adopting and using digital tools—e-commerce, social media, mobility, CRM, advanced analytics, and multichannel solutions—to gain a competitive advantage.

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

95% of distribution leaders surveyed feel personally empowered to be disruptive change agents within their business. If this describes you, then INNOVATE! is for you.

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NEW!
The Future of Selling: The End of Sales as We Know It

This research study is described as an encyclopedic view of sales research. You will gain a better understanding of how the various aspects of sales are changing and what the future holds.

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NEW!
The REAL Profit Drivers: Managing the CPVs

This study identifies what actually drives profit. It examines the financial performance on the Critical Profit Variables (CPVs) of 885 distributors across 17 lines of trade.

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DISTRIBUTION ONLINE COURSES

NAW ONLINE COURSE
Introduction to Distribution

This introductory online course provides a great overview of the supply chain and is designed to bring new employees up to speed with the distributor’s role in moving products from manufacturer to end user.

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NAW ONLINE COURSE
Manufacturer-Distributor Relationships

Along with an overview of supply chain relationships, this online course will cover the importance of communication, trust, and commitment, as well as provide tools to monitor and improve channel relationships.

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NAW ONLINE COURSE
Principles of Distribution Sales

This online course explains the selling process and how to effectively communicate with customers. Video interactions demonstrate the behavioral aspects of selling, including meeting with customers and handling objections.

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NAW ONLINE COURSE
Quality Processes in Distribution

In this online course you will learn the history of the quality movement in America, why quality is important, how to measure and thus improve quality, and how to ensure quality throughout the supply chain.

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NAW ONLINE COURSE
Price for Success: For Your Wholesale Distribution Sales Team

Geared to distribution sales reps and sales managers, this online course provides guidance for the challenges of determining the “fair” price of an order to both the customer and the distributor.

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FINANCIAL MANAGEMENT

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

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.

CLICK FOR MORE INFO
 
 
 

PROFIT, PRICING, AND OPERATIONS IMPROVEMENT

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

At last, distributors have a growth playbook that is based on research and analytics instead of anecdotal information!

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Customer Stratification: Best Practices for Boosting Profitability

Customer stratification is a critical business process that every distributor should adopt and execute well to achieve greater profitability. This research study offers 20 action steps that your company can implement today.

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In Search of the Perfect Customer: Cost-to-Serve for Distributors

Is your company overlooking opportunities to make money and stop profit leakage? This study shows you how to protect your most profitable, high-growth potential customers and avoid squandering precious resources.

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NEW!
The REAL Profit Drivers: Managing the CPVs

This study identifies what actually drives profit. It examines the financial performance on the Critical Profit Variables (CPVs) of 885 distributors across 17 lines of trade.

Read the extended description
Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line

There are 47 best practices in this study and all were developed from actual experiences of 84 wholesale distribution firms across our industry. This study is a powerful weapon for you to use to enhance your shareholder value.

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Pricing Optimization: Striking the Right Balance for Margin Advantage

This study will help you achieve the right pricing solution for your business. It features 9 best practices from wholesaler-distributors, 40 action steps, and 73 examples from distributors across many product lines.

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

Much, and possibly even most, of what distribution managers know about improving profitability is wrong. This best-selling book will change the way you think about your business.

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

Most distributors are leaving at least two percentage points of gross trading margin on the table. This translates into 2% of total sales. Two percent is the difference between mediocre profit results and stellar performance!

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Triple Your Profit! Stop Being a Profit Soldier and Start Being a Profit Winner

Only 10% of all companies produce a truly great profit. What’s the problem? First, you need to focus on profit and not sales. Second, don’t cut prices—ever. Third have a plan, not a meaningless budget.

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SALES MANAGEMENT

5 Fundamentals for the Wholesale Distribution Sales Manager

This best-selling book offers a practical but powerful approach through five fundamentals for taking your sales force to the next level. It includes real-world stories taken from the front lines of wholesale distribution.

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Driving Distributor Sales Beyond: Best Practices for Outselling Your Competitors

This study provides you with a roadmap and best practices for how to take more from your market than it’s prepared to give you by outstrategizing, outmanaging, and outselling your competitors!

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Effective Sales Incentive Design for Distributors: What’s the Right Plan?

This book is not about theories; it’s about practical experience and expert guidance for surviving and growing in today’s world. It will help you think more clearly about your situation and goals and may challenge your assumptions. 

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Essentials of Profitable Inside Sales in Distribution©

If you’ve set goals for your inside sales reps to provide superior service that enhances your company’s competitive position and drives profits to sustainable higher levels, then this workbook is for you.

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Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors

This book provides a soup-to-nuts planning framework, best practices from leading distributors, and ready-to-implement management tools for engaging your leaders and salespeople. 

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Marketing Plans for Growing Sales: A Guide for Wholesaler-Distributors, Second Edition

This report will show you how to develop a workable marketing strategy for penetrating accounts. Use it to help you take the shortest, most productive path to sales growth.

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NEW!
The Future of Selling: The End of Sales as We Know It

This research study is described as an encyclopedic view of sales research. You will gain a better understanding of how the various aspects of sales are changing and what the future holds.

CLICK FOR MORE INFO
Objective-Based Selling™ in Wholesale Distribution: Four Keys to Selling More at Higher Gross Margins

With more than 100 open-ended questions ready to use, this book will teach your salespeople how to sell more at higher gross margins! This is a must have resource for every salesperson.

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Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution

This book is a first-of-its-kind, best practices study that focuses on aligning customer needs, sales force priorities, and wholesaler-distributor objectives to maximize value creation.

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Taking Charge of Distribution Sales: 9 Proven Skills to Lead and Manage Your Sales Team

Whether you are a new sales executive putting your system together or an experienced sales executive looking for new perspectives, this book offers tools you can use immediately.

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Transforming Data into Action: Using Analytics for Better Distributor Sales Decisions

This step-by-step guide will show you how to organize your company's data and reports so you can arm your sales force to sell more productively and efficiently.

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

Compensation programs are effective when clear and actionable objectives are in place. This book shows how to design and implement a compensation program that supports your objectives, and helps you to avoid common pitfalls.

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STRATEGY DEVELOPMENT, EXECUTION, AND MANAGEMENT

NEW!
Becoming a Digital Distributor: Strategies and Tools That Create Value

Your roadmap to adopting and using digital tools—e-commerce, social media, mobility, CRM, advanced analytics, and multichannel solutions—to gain a competitive advantage.

CLICK FOR MORE INFO
NEW! INNOVATE!
How Successful Distributors Lead Change in Disruptive Times

95% of distribution leaders surveyed feel personally empowered to be disruptive change agents within their business. If this describes you, then INNOVATE! is for you.

Read the extended description
Strategic Planning for Distributors: Execution Isn’t Everything—It’s the Only Thing!

Does your current strategic-planning process result in continual increases in market share and sustainable profitability? If not, then you want to read this book.

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Value Creation Strategies for Wholesaler-Distributors

Walk through the principles that drive successful strategy development and execution for wholesaler-distributors of all sizes and lines of trade. Learn how value creation strategy can produce significant and rapid financial benefits.

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SUPPLY CHAIN MANAGEMENT

Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully

What drives the distributor–manufacturer relationship, how does it go bad, and why? Learn how to avoid the economic and other consequences of this relationship turning sour.

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TRENDS IN WHOLESALE DISTRIBUTION

Facing the Forces of Change®: Decisive Actions for an Uncertain Economy – available as an e-book

This trends study provides wholesaler-distributors, suppliers, customers, and others with strategic insights into the key business and economic trends affecting the supply chain.

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Facing the Forces of Change®: Reimagining Distribution in a Connected World

This trends study highlights the “forces of change” that will impact distributors over the next few years. it shows you have to embrace and leverage these forces for improved profitability.

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WAREHOUSE AND INVENTORY MANAGEMENT

Achieving Effective Inventory Management, Fifth Edition with EIM Version 3 Spreadsheets!

This research study is a complete guide to managing a large and often troublesome asset: Inventory. It’s your guide to maximizing the productivity and profitability.

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WHOLESALE DISTRIBUTION BASICS

5 Fundamentals for the Wholesale Distribution Branch Manager, Second Edition

The branch manager is key to success for every wholesaler-distributor. This classic, step-by-step guide shows branch managers how to improve their business and leadership skills.

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Essentials of Profitable Wholesale Distribution©, Second Edition

How can you ensure that your employees are aligned with your goals for high performance and profitability? Give them this straightforward training workbook to speed their learning and retention.

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