effectivesalesdesign“A must read for any distribution executive looking for new paths to revenue growth."

— Allan Dragone, Chief Executive Officer, Unisource Worldwide, Inc.

Effective Sales Incentive Design for Distributors: What’s the Right Plan? is designed for top wholesale distribution executives and sales managers who are looking for the answer to this question: “How can I get my sales reps to just do what I want them to do?”

Order this book from the National Association of Wholesaler-Distributors.

5 Fundamentals for the Wholesale Distribution Sales Manager

During good years, sales come easy. Today, however, times are still challenging. Learn successful sales strategies employed by distributors who know how to put lead on the target in challenging times.

This book, by Tim Horan and Steve Deist, offers a practical but powerful approach for taking your sales force to the next level. It includes key concepts, practical ideas, and real-world stories taken from the front lines of wholesale distribution. This book will give you the essential leadership skills to keep your career and your business moving ahead and performing at higher levels.

Order this book from the National Association of Wholesaler-Distributors.

Myths Misperceptions HARDIbookcover web

Demand creation comes down to who is spending the money. With that foundation, Indian River Consulting Group explored how customers in the HVACR industry choose both their brands and suppliers. And they uncovered why customers ultimately switch. Their answer – based on in-depth research commissioned by Heating, Air-conditioning and Refrigeration Distributors International – challenges many conventional industry beliefs.

In this book, IRCG’s Mike Marks and Steve Deist provide powerful yet practical recommendations that manufacturers and distributors can put to use immediately.

Order this book from the HARDI Foundation

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