In Value Creation Strategies for Wholesaler-Distributors, authors Steve Deist, Mike Marks, and Mike Emerson provide highly actionable insights about how wholesaler-distributors can use a market-driven strategy to increase enterprise value for customers and shareholders.

Buy this book from NAW

Most distributors have already eliminated the under-performers within their organizations and slashed truly non-essential costs in reaction to today’s economy.  Now reductions to the sales force carry with them the legitimate concern that as personnel is eliminated revenues will be as well.  The question many distributors are asking is, “How can I reduce costs without losing sales?”  For many distributors it is challenging to even understand how to look at the risks.

In this overview for an association of convenience store distributors, study author Michael Marks introduces the key findings from the ground breaking study Working at Cross Purposes: How Distributor and Manufacturers Can Manage Conflict Successfully.  These include the concept that win/win is a myth and the importance of the local manufacturer's rep in the relationship. 

Click here to view the full article from NACDA Essential Links. 

Excerpt: Great leaders recognize that tough times create a rare opportunity to make dramatic improvements. They see that calamity can crystallize thinking and temporarily paralyze the forces which prevented change in the past. They understand that urgency and stress are limited commodities which need to be channeled into productive action, not squandered on panic and indecision. They know that short term corrections can support long term goals.