NAW Association News


NAW Billion-Dollar Roundtables

NAW SmartBrief | May 26, 2017

The value proposition of the NAW Billion-Dollar Roundtables is the 1.5-day opportunity to network with your C-suite peers at billion-dollar wholesale distribution firms. Billion-dollar CEOs, CFOs, CIOs, COOs, CLOs and chief HR officers come to these Roundtables to benchmark the "best-in-breed" solutions and strategies from an exclusive roundtable of distribution executives at the top of their game. Register today.


Magic happens when you go from being product-focused to customer-focused

NAW SmartBrief | May 26, 2017

"Customer Stratification: Best Practices for Boosting Profitability" is a first-of-its-kind study that provides 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 distributors. It looks at four customer stratification dimensions: buying power, customer loyalty, profitability, and cost-to-serve. Order now.


Your playbook for reaching profitable growth

NAW SmartBrief | May 26, 2017

Growth is imperative. "Driving Profitable Growth: A Distributor's Playbook to Generate-Manage-Sustain Competitive Advantage" is a first-of-its-kind research study with two wall maps that examines both public and private distribution firms and uncovers a road map that addresses the three dimensions -- generating, managing, and sustaining -- of profitable growth. It provides 95 best practices, 40 action steps ready to implement and 60 distributor examples.


Innovation turns the table on Amazon

NAW SmartBrief | May 25, 2017

Distributor leaders are rightly concerned that disruptive online marketplaces like Amazon are attracting customers and winning business. Many are seeking to implement state-of-the-art e-commerce platforms to have a shot at competing on a disruptor's terms. There is another path, one that involves offering new value for customers that is not offered by disruptors. This path is often about changing the traditional distributor business model away from its traditional offerings. Read more.


With "Strategic Pricing for Distributors" you'll control your pricing

NAW SmartBrief | May 25, 2017

For many distributors, gaining control over pricing is their last "unplowed field." "Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins," an NAW Institute perennial best-seller by industry expert Brent Grover, is a combination of business novel and guidebook with real-world lessons for distribution managers. It takes you through a plan using market-driven pricing guidelines and tools for reaching and sustaining strategic pricing improvement -- and ultimately increased profitability.


This is your definitive guide: "Mergers and Acquisitions for Distributors"

NAW SmartBrief | May 25, 2017

We are at a historically high level of merger-and-acquisition activity among wholesaler-distributors. "Mergers and Acquisitions for Distributors: Expert Advice for Buyers and Sellers" provides information that probably can't be found anywhere else as it navigates M&A in wholesale distribution. It covers the importance of getting professional guidance, selecting the best people to assist with M&A, and bringing advisers into the buying or selling process as early as possible. Download our free pocket guide for a peek.


Challenge your preconceived notions with "The Real Profit Drivers"

NAW SmartBrief | May 24, 2017

Urban legend and clever anecdotes dominate too much of management's thinking about profitability, says Al Bates. He wrote "The REAL Profit Drivers" using information from 885 distributors in 17 lines of trade. It's finally possible to use empirical information to determine what actually drives profitability in distribution. The conclusions shatter much of the conventional wisdom in this, the largest study of profitability ever undertaken in distribution.


Just-released white paper: "Leaving Your Comfort Zone"

NAW SmartBrief | May 24, 2017

In this free white paper, Rick Wilson of Chicago Strategy Associates discusses the state of distributor-manufacturer relationships, and how these partnerships can be improved and strengthened. Both partners need to move outside the comfort zone of long-held legacy beliefs and prior asset investments. Real marketplace change doesn't have to flow top-down; the work of stewarding a distribution system to higher performance can be led by either distributors or manufacturers. Download here.


NAW Career Center: Your go-to platform for finding qualified talent

NAW SmartBrief | May 23, 2017

Are you hiring? If yes, then reach the best distribution talent through the enhanced NAW Career Center. Post your jobs online quickly and easily, search the resume database or set up alerts to be emailed to you, and manage your applications and receive valuable reporting information. To learn about the advanced features and job-posting packages -- including featuring your jobs in NAW SmartBrief -- visit the NAW Career Center.


Best-selling "Becoming a Digital Distributor" is a game-changer

NAW SmartBrief | May 23, 2017

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 you must at least keep up. Top-selling "Becoming a Digital Distributor" is your road map to strategically use digital tools -- e-commerce, social media, mobility, CRM, advanced analytics, and multichannel solutions -- to gain a competitive advantage. Download a free pocket guide.


According to Al Bates, what you know about profitability is wrong

NAW SmartBrief | May 23, 2017

Al Bates' goal in "Profit Myths in Wholesale Distribution: The Truth About Sales, Margins, Inventory, and Expenses" is to change the way you think about your business. He says that both decision quality and decision consistency are influenced by some very bad information. This study is an eye-opening experience if you accept that much, if not most, of what you have been told about profitability is wrong.


Seats still available for a week of learning and fun

NAW SmartBrief | May 22, 2017

NAW's 2017 Distribution Program for Rising Stars, June 19 to 23, is too important for you and your business to pass up. Watch this video. Led by award-winning faculty on the campus of The Ohio State University, you'll receive the education and resources you need to boost your professional growth and your company's profitability for years to come. Get all the details.


Compensation: How do you compare to nearly 1,000 distributors?

NAW SmartBrief | May 22, 2017

The NAW 2016 Employee Compensation Report draws on findings from the most comprehensive compensation and benefits survey of the wholesale distribution industry. Nearly 1,000 wholesaler-distributors from a broad spectrum of sales volumes and lines of trade at more than 6,000 locations are included. It's time to see how your company compares with other distribution companies and to access everything you need to budget employee pay and benefits with confidence.


How are you combating your marketplace disruptors?

NAW SmartBrief | May 22, 2017

Order wholesale distribution's longest-running industry trends report -- "Facing the Forces of Change: Navigating the Seas of Disruption." This acclaimed series provides keen insights about the overall future of wholesale distribution. An instant best-seller, this new edition explores the many marketplace disrupters that are causing you to rethink your approach to technology, business processes and, most importantly, the customer experience. Download our free pocket guide to learn more.


Are you calling the right plays for sales success?

NAW SmartBrief | May 19, 2017

Winning at sales is about working together as a team, identifying the sales activities that are essential for achieving your unique goals, leveraging digital tools to help salespeople execute those activities, and adopting a culture of collaboration, continual improvement and a never-ending search for profits and growth. The goal is to align sales and marketing teams against an overall sales process, and then executing sales plays at each step in the sales process. Read more.


5 fundamentals of leadership that every branch manager should follow

NAW SmartBrief | May 19, 2017

Watch Jim Ambrose, author of best-seller "5 Fundamentals for the Wholesale Distribution Branch Manager, Second Edition," the classic guide to helping branch managers improve their business and leadership skills. Completely revised, it is the perfect road map for branch managers looking to achieve sustainable, profitable growth. This is an essential resource for every current and up-and-coming branch manager.


A sales and marketing structured approach that is actionable and measurable

NAW SmartBrief | May 17, 2017

Watch Barry Lawrence. This first-of-its-kind "Sales and Marketing Optimization" research study, with accompanying Sales and Marketing Framework wall map, provides 30 best practices for improving these critical business processes: market segmentation, value proposition, business development, sales process, and sales force stratification. Every distributor should adopt and execute these best practices successfully if the business is to adapt to the new realities in today's economy and still achieve competitive advantage.


Have you looked at your digital vision lately?

NAW SmartBrief | May 17, 2017

Just-released "Getting Results From Your Digital Investments" is focused on helping you build a vision that is the right one for your company and then taking all the needed action to execute your vision for growth and profitability. Digital tools provide new opportunities to rethink your customer offerings and business models, become more competitive, and drive better financial results. Get a sneak peek by downloading the free Pocket Guide.


Hurry -- early-bird registration extended through May 18

NAW SmartBrief | May 16, 2017

NAW's 2017 Distribution Program for Rising Stars, June 19 to 23, is too important for you and your business to pass up. Watch this video. Led by award-winning faculty on the campus of The Ohio State University, you'll receive the education and resources you need to boost your professional growth and your company's profitability for years to come. Get all the details.


Blog: Digital progress requires reinvented distributor-manufacturer partnerships

NAW SmartBrief | May 15, 2017

Distributors and manufacturers are adopting and using digital tools for their own benefit, but aren't sharing their accomplishments and plans with each other. This reality is bad for both partners, because it can lead to distrust and declining commitment. Both partners need to understand each other's new digital capabilities and then drive new channel programs offered by manufacturers and new supplier expectations put forward by distributors. Read Mark Dancer's blog.


Blog: Inside sales teams drive excellent customer experience

NAW SmartBrief | May 12, 2017

Your inside sales team offers unique and powerful ways to align your customer services and solutions with the new ways your customers are operating in today's highly competitive markets. Distributors that fail to leverage inside sales as an essential tool for delivering customer excellence risk earning a reputation of being out of touch with evolving customer needs and how digital tools are used. Read Mark Dancer's blog post.


Leave your distribution comfort zone and stop commoditizing your business

NAW SmartBrief | May 10, 2017

Something is eating at the heart of strong legacy B2B supply and distribution systems, and it isn't just a hangover from the tough recessionary economy of the mid 2000s. Commoditization is escalating, margins are declining, new product innovations are finding it hard to reach early adopters, brand equity is deteriorating, suppliers and distribution partners are achieving less collaboration, and growth aspirations are increasingly being yoked to e-commerce and other discount channels. Read more.


Get the most out of CRM and become a high-performing organization

NAW SmartBrief | May 10, 2017

Experienced distributors say CRM is fast becoming a standard practice and an essential tool for managing a high-performing sales organization. Follow the sage advice by distributors in "Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors" and you'll avoid common mistakes, overcome predictable challenges, minimize frustration and disruption, and achieve more targeted benefits and faster business results. Download our free pocket guide for a peek into this study.


Save up to 25% off car rentals + bonus offer

NAW SmartBrief | May 09, 2017

Wholesaler-distributors save up to 25% off* Hertz car rentals when reserving with your NAW discount code CDP# 55709. Plus, add PC# 203260 to your reservation and save $5/day, up to $15 off*, a weekend rental. To reserve, go online or call (800) 654-3131. *Terms and conditions apply.


Get creative with your pricing methods or margin erosion will never end

NAW SmartBrief | May 09, 2017

Distributors need to address their concerns about shrinking margins by upping their game on pricing decisions. If distributors keep doing more with less, they'll soon find themselves doing everything with nothing. Margin erosion will never end if distributors don't get creative with their pricing methods. Watch Barry Lawrence explain in this short video. Read "Pricing Optimization" and achieve the right pricing solution for your business.


Blog: Inside sales teams improve profits and grow sales

NAW SmartBrief | May 08, 2017

If you aren't looking to add or expand to your inside sales team, you are missing a proven opportunity for driving sales and profits. Inside sales teams are fully capable of generating leads, selling technical products and managing high-value accounts. Read about five key findings in Mark Dancer's blog post and subscribe to the "Distributors in the Digital Era" series.


Save $300 when you register by May 5

NAW SmartBrief | May 03, 2017

NAW's 2017 Distribution Program for Rising Stars, June 19 to 23, is too important for you and your business to pass up. Watch this video. Led by award-winning faculty on the campus of The Ohio State University, you'll receive the education and resources you need to boost your professional growth and your company's profitability for years to come. Get all the details.


Save up to 25% off and extra $25 off weekly rentals

NAW SmartBrief | May 03, 2017

Wholesaler-distributors save up to 25% off* Hertz car rentals when reserving with your NAW discount code CDP# 55709. Plus, add PC# 203201 to your reservation and save $25 off* a weekly Hertz rental. To reserve, go online or call (800) 654-3131. *Terms and conditions apply.


It's today: "The Science of Pricing" webinar

NAW SmartBrief | May 02, 2017

It's today: "The Science of Pricing" webinar During today's 60-minute webinar, "Navigating the Seas of Disruption to Achieve Profitable Growth: Part 3 -- The Science of Pricing," at 2 p.m. ET, we'll discuss advances in modern commerce including data collection and pricing science. The trend developed in B2C sales is now available for B2B, allowing you to identify buying patterns that deliver greater precision and confidence when selling to customers. Sponsored by PROS.


Seats still available and you'll save $300

NAW SmartBrief | May 01, 2017

NAW's 2017 Distribution Program for Rising Stars, June 19 to 23, is too important for you and your business to pass up. Watch this video. Led by award-winning faculty on the campus of The Ohio State University, you'll receive the education and resources you need to boost your professional growth and your company's profitability for years to come. Get all the details.


"The Science of Pricing" webinar is tomorrow

NAW SmartBrief | May 01, 2017

During our 60-minute webinar, "Navigating the Seas of Disruption to Achieve Profitable Growth: Part 3 -- The Science of Pricing," at 2 p.m. ET on Tuesday, May 2, we'll discuss advances in modern commerce including data collection and pricing science. The trend developed in B2C sales is now available for B2B, allowing you to identify buying patterns that deliver greater precision and confidence when selling to customers. Sponsored by PROS.


Don't miss our webinar on May 2: "The Science of Pricing"

NAW SmartBrief | Apr 28, 2017

During our 60-minute webinar, "Navigating the Seas of Disruption to Achieve Profitable Growth: Part 3 -- The Science of Pricing," at 2 p.m. ET on Tuesday, May 2, we'll discuss advances in modern commerce including data collection and pricing science. The trend developed in B2C sales is now available for B2B, allowing you to identify buying patterns that deliver greater precision and confidence when selling to customers. Sponsored by PROS.


What competencies are in place for your inside sales team?

NAW SmartBrief | Apr 28, 2017

If you aren't looking to add or expand to your inside sales team, you're missing a proven opportunity for driving sales and profits. Inside sales is a critical new focus area for distributors of all sizes and in all lines of trade, and inside sales competencies are of growing importance for multichannel execution and countering disruptor incursions. Read NAW's new blog post about the value of inside sales.




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