Becoming a Digital Distributor: Strategies and Tools That Create Value

Top Orange Bar

This research study is published by the NAW Institute for Distribution Excellence, a leading publisher of research exclusively for and about the wholesale distribution industry. More>>

Read the extended description

Mark Dancer

Buy the Book:
Buy the E-Book:

Download the free Pocket guide

To add multiple items (soft cover, e-book, map, etc.) from a publication page to your cart: Make your first selection and select “Add to Cart.” Once in your cart, click on the item title to return to that page to add another item.

Prices charged are subject to membership verification. Return Policy: An NAW publication in salable condition may be returned within 15 days of receipt for a full refund. E-books and digital downloads are not returnable or refundable.

Register for On Demand Access to "De-Risking Your Digital Initiatives" webinar.

Register for On Demand Access to "The Digital Advantage: Winning Strategies for Wholesaler-Distributors and Manufacturers" webinar.

Insite Software is a valued NAW Sponsor

Here’s your roadmap to adopting and using digital tools.

Digital tools are changing the way we work just as they have already changed the way we live. Unfortunately, it’s been more by happenstance than design for some businesses today. The digitalization of the distribution channel is inevitable because change is happening up and down the value chain. If your business is not leading, then at the very least, you must keep up. Up until now, however, there has been very little guidance for distributors about where to start and how to strategically use digital tools—e-commerce, social media, mobility, CRM, advanced analytics, and multichannel solutions—to gain a competitive advantage. That is about to change.

Becoming a Digital Distributor: Strategies and Tools That Create Value by Mark Dancer is your roadmap to adopting and using digital tools. This study provides data, analyses, tools, recommendations, and more than 250 direct quotes from wholesaler-distributors who provide expert advice for creating a vision and driving your business forward. With this study, you’ll have an in-depth game plan to

• get out in front and lead in your market
• create a strategic plan for taking full advantage of digital tools to better serve your customers by improving the customer experience
• leverage the power of information and data for competitive advantage
• work better and more collaboratively with your suppliers
• and most important, grow your sales and profits.

What Readers Have to Say

“I believe Becoming a Digital Distributor is a good book for distribution executives who are struggling with the digital world. Mark Dancer has done a great job of defining digital tools and offering a strategic roadmap and plenty of actionable ideas for how best to use them in improving your value proposition. I also appreciated the significant number of comments throughout from distribution executives about how they’re using digital tools. I recommend reading it.”
George Pattee, Chairman and CEO, Parksite, Inc.



Mark Dancer

Mark is a channel strategist and leading authority on digital transformation. For more than 25 years, he has worked to design and optimize direct, indirect, and digital channels. As Founder and President of Channelvation, Inc., and a Fellow of the NAW Institute for Distribution Excellence, Mark works collaboratively with leaders and teams to build visions, solve problems, and strengthen capabilities. His experience spans global markets and technology, commercial, industrial, services, and construction sectors.

  • Speaking

    NAW Executive Summit, 2013, 2015