NAW Association News
Just released: "Effective Sales Incentive Design for Distributors"
NAW SmartBrief | May 30, 2012
Brand new "Effective Sales Incentive Design for Distributors: What’s the Right Plan?" is for distribution executives who want an answer this question: "How can I get my sales reps to just do what I want them to do?” Get the know-how you need to create and implement an effective and aligned compensation program. Order your softcover book or your Kindle Edition.
Join us for the NAW Billion Dollar Senior Executive Roundtables
NAW SmartBrief | May 30, 2012
NAW's Billion Dollar Company CFO, Operations, CIO, HR and Chief Legal Officer Roundtables are unique business meetings that allow senior distribution executives to meet and benchmark with executives from noncompeting billion-dollar firms across multiple lines of trade. Executives build relationships and trust with their peers and learn valuable, real-world lessons from similar business situations. See group members and join now.
Your customers are changing every day
NAW SmartBrief | May 29, 2012
With Cortera Pulse, endorsed by NAW, you can be the first to know. For $99/month you can check the health of your entire customer portfolio daily. Cortera Pulse enables you to monitor all your customers, get daily alerts on changing payment scores, manage risk with monthly CFO reports and identify growth opportunities in your customer base. View a no-obligation demo.
Register by June 1 and save $200 at the WDMC
NAW SmartBrief | May 29, 2012
Hurry and save $200 per person when you register by June 1 for the NAW Wholesale Distribution Manager’s Course, June 18 to 22, at Ohio State. It only happens once a year, so don’t miss it. Sign up with colleagues and get a group discount. Learn to manage critical functions better in today’s economy -- sales, marketing, finance, logistics, HR, supply chain.
Optimizing Distributor Profitability -- 47 best practices from 84 real distributors
NAW SmartBrief | May 29, 2012
Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line features 47 best practices and 50 action steps, and every one was developed from actual experiences with 84 real wholesale distribution firms. This groundbreaking research study is not academic model or theory. It is a powerful weapon for you to use to enhance your shareholder value. Don't wait; order it today.
Brand New from NAW: "Triple Your Profit!" by Al Bates
NAW SmartBrief | May 25, 2012
"Triple Your Profit!" by Al Bates of Profit Planning Group is a four-part profit-management system that is for small distribution firms serious about making more money. It contains proven techniques that work. Focus on profit, not sales. Don't cut prices -- ever. Have a plan, not a meaningless budget. Buy this book, use, it, and watch your profits grow.
Groundbreaking: Customer Stratification: Best Practices for Boosting Profitability
NAW SmartBrief | May 25, 2012
This first-of-its-kind study provides you with groundbreaking research, best practices from 68 real wholesaler-distributors and 20 practical action steps ready to implement. Rather than focus on sales force communication, this cutting-edge research focuses on customer relationships and the value customers provide to their distributors. This study looks at these customer stratification dimensions: buying power, customer loyalty, profitability, and cost-to-serve. Order now.
New reduced pricing: Financial training made easy for your staff
NAW SmartBrief | May 24, 2012
Brent Grover's three-volume Official Guide to Wholesaler-Distributor Financial Success shows employees at every level how to develop a financial-management mindset. Use these three volumes with middle managers, distribution newcomers and more seasoned professionals to help your company consistently perform in the top quartile of your market. With the new reduced pricing, you can order several sets for your staff.
Will your business grow this year?
NAW SmartBrief | May 24, 2012
Through the use of new technologies and best practices, smart wholesaler-distributors have an opportunity to better understand and navigate current conditions so they can improve organization-wide management of customer risk and pinpoint potential profits in their existing customer base. Download this complimentary whitepaper: "Building a Financially Healthy and Profitable Customer Base".
Hertz Local Edition
NAW SmartBrief | May 21, 2012
At more than 1,600 off-airport locations across the U.S., Hertz Local Edition offers a fast customer pickup and return service right in your neighborhood. It's even easier for you to rent a car for that long weekend getaway or special event. To enroll in the NAW/Hertz Business Account Program, visit NAW's website.
Create true competitive advantage by using value creation strategies
NAW SmartBrief | May 18, 2012
"Value Creation Strategies for Wholesaler-Distributors," by Steve Deist, Mike Marks and Mike Emerson, provides actionable insights about how wholesaler-distributors can use a market-driven strategy to increase enterprise value for customers and shareholders and to produce significant and rapid financial benefits. A market-driven approach is the key to creating true competitive advantage, permanently improving organizational performance and making real productivity gains.
Build, Fix, or Terminate: How to maintain profitable supplier relations
NAW SmartBrief | May 17, 2012
"Build, Fix, or Terminate" is about distributor and manufacturer working relationships and how, if properly managed, they can lead to profit and business success. It recommends how to build and sustain successes; fix emerging conflicts; and, if necessary, terminate unfortunate working relationships that just won't function -- if they ever worked properly in the past. It's a must-read for distributors and manufacturers.
The Distributor Specialist: Customer Champion, Profit Generator
NAW SmartBrief | May 17, 2012
Specialists are used by a supermajority of top-performing distributors. The specialist supports the "front-line" sales team and other departments by playing a specific -- usually product- or technology-related -- role in the sales process. The specialist furnishes technical support, sales backup, marketing direction, and product management. Learn how to use the specialist to be more profitable by reading "The Distributor Specialist."
Protect your high-growth customers and stop profit leakage
NAW SmartBrief | May 16, 2012
"In Search of the Perfect Customer: Cost-to-Serve for Distributors," by Brent Grover, is available as a Kindle edition (Amazon.com) and a NOOK book (BN.com). Or order a softcover edition from NAW. Wholesaler-distributors must protect their most profitable, high-growth potential customers and avoid squandering precious resources. If your company is overlooking opportunities to make money and stop profit leakage, read this book.
Turn your distributor-supplier relationships from dysfunctional to highly effective
NAW SmartBrief | May 16, 2012
It takes a long time to develop good distributor-supplier relationships, but it only takes a short time to destroy them. "Working at Cross-Purposes" examines what drives these relationships, how often they go bad and why. Especially with today's challenges, both partners can avoid the economic and other consequences of a relationship turning sour by correcting problems before they become critical.
Every salesperson should read "The Best Distribution Sales Book Ever!"
NAW SmartBrief | May 11, 2012
Every salesperson should read "The Best Distribution Sales Book Ever!" Become the catalyst to make sales happen for your distribution firm. This book covers the distributor sales job from soup to nuts -- from prospecting to closing -- and every step in between. Learn how to find new opportunities and then drive them to either a sale or a "no." Order today!
Register before June 1 and save $200 at the WDMC
NAW SmartBrief | May 09, 2012
Hurry and save $200 per person when you register by June 1 for the NAW Wholesale Distribution Manager’s Course, June 18 to 22, at Ohio State. It only happens once a year, so don’t miss it. Sign up with colleagues and get a group discount. Learn to manage critical functions better in today’s economy -- sales, marketing, finance, logistics, HR, supply chain.
Save up to 29% with FedEx
NAW SmartBrief | May 07, 2012
NAW members can save up to 29% on select FedEx shipping services. Enroll now -- enter passcode [WDJFRJ].
Use analytics successfully and provide better sales data to your salespeople
NAW SmartBrief | May 04, 2012
Best-seller Transforming Data into Action: Using Analytics for Better Distributor Sales Decisions shows you how to provide better sales information for your sales team. It includes proven ideas, step-by-step discussions and real-world distributor examples. Armed with these insights, you can optimize your decision making to protect your customer base, maintain a competitive advantage and increase your profitability. It’s a must-read.
An 11-step strategy book written for wholesaler-distributors
NAW SmartBrief | May 04, 2012
Creating and executing a successful business strategy is every distribution leader's No. 1 job. Order best-selling Strategic Planning for Distributors: Execution Isn't Everything -- It's the Only Thing! It provides 11 proven best-practice strategy steps to apply to your business in this rapidly changing, competitive environment. It draws on more than two decades of distribution research with strategy execution secrets of successful wholesaler-distributors.
Act now to save $200 at NAW Wholesale Distribution Manager's Course
NAW SmartBrief | May 04, 2012
The train is leaving the station for the NAW 2012 Wholesale Distribution Manager’s Course, June 18 to 22, at Ohio State University. Get on board and register today to get the early-bird discount Sign up with colleagues and get a group discount. Learn the crucial functions of a distribution firm -- sales, marketing, finance, logistics, HR, etc. Plus, network with distribution managers.
Order "In Search of the Perfect Customer": softcover or e-book
NAW SmartBrief | May 03, 2012
"In Search of the Perfect Customer: Cost-to-Serve for Distributors," by Brent Grover, is available as a Kindle edition (Amazon.com) and a NOOK book (BN.com). Or order a softcover edition from NAW. Wholesaler-distributors must protect their most profitable, high-growth potential customers and avoid squandering precious resources. If your company is overlooking opportunities to make money and stop profit leakage, read this book.
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