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Distributors Guide to Analytics store coverThis timely collection of best practices is a practical roadmap to help distributors build stronger analytics capabilities. Share this book with your team to jumpstart data-analytic thinking in your business." - Julia H. Klein, Chairwoman and CEO, C.H. Briggs Co., Reading, PA

In MDM’s Distributor’s Guide to Analytics, Steve Deist writes on Market Access Analytics, helping distributors understand how to better deploy sales and marketing resources effectively.

Order this book from MDM.

whats your plan

According to authors Mike Marks and Mike Emerson in their book, What’s Your Plan? Smart Salesforce Compensation in Wholesale Distribution, there is absolutely no relationship between your sales incentive plan and your likely gain or loss in market share.

In fact, here's what matters most:  1) Setting an objective; 2) Getting management to use it in rating salesperson performance; and 3) Making sure your whole team buys in.

This book debunks the myths and shows you how to bring these three all-important factors into alignment. Get ready for a real "A-ha!" experience.

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

valuecreationstrateg"The current business environment is forcing all of us to re-examine our business model no matter how successful it may have historically been. This book provides an excellent launching board from which to start that process. Every chapter contains examples of accurate and identifiable real-world situations. This clear grounding in distributor reality forced me to take all of their findings seriously"

— Dan Blaylock, President, Adams-Burch, Inc.

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. The authors walk through the principles that drive successful strategy development and execution for wholesaler-distributors of all sizes and lines of trade. Through their research findings and the real-world distribution examples provided throughout this book, they explain how value creation strategy can 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. This book is a must read for wholesale distribution owners, board members and top executives.

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

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