Publications
Featured Publication
BRAND-NEW: Profit Myths in Wholesale Distribution: The Truth About Sales, Margins, Inventory, and Expenses
Al Bates, noted financial expert and Founder and President of Profit Planning Group, has spent some 30 years analyzing distributor financial statements. His findings boil down to this conclusion: Much, and possibly even most, of what managers in distribution companies know about improving profitability is wrong. Good economic times mask this fact, while challenging times—such as we’re facing right now—make this fact absolutely dangerous!
Bates lays out his reasoning behind this conclusion and has one overall goal for distribution managers—to help you change the way you think, including:
- replacing GMROI as a measurement tool because it almost always leads to incorrect decisions about inventory
- appreciating that bad debts may not always be bad
- understanding that lowering inventory is frequently a bad idea
- accepting the fact that sales growth can be too fast as well as too slow
- identifying why most sales force commission plans don’t work the way they are supposed to.
New Releases
BRAND-NEW: 2008 Employee Compensation Report
Available for immediate download to your desktop as a PDF file. As the U.S. economy continues to present challenges, wholesaler-distributors are reconsidering their staffing needs and how to attract and ...
BRAND-NEW: 2008 Wholesale Distribution Economic Reports
Adam J. Fein, Ph.D.The 2008 Wholesale Distribution Economic Reports contain detailed 2007 economic statistics on the $4.2 trillion wholesale distribution industry. As we continue to weather this economic storm, use these Reports as ...
BRAND-NEW: Profit Myths in Wholesale Distribution: The Truth About Sales, Margins, Inventory, and Expenses
Albert D. Bates, DBAAl Bates, noted financial expert and Founder and President of Profit Planning Group, has spent some 30 years analyzing distributor financial statements. His findings boil down to this conclusion: Much, and ...
Distributor Executive's Guide to the Art of Top-Quartile Financial Performance—Volume 3
Brent R. GroverVolume 3—Distributor Executive's Guide to the Art of Top-Quartile Financial Performance introduces the most advanced topics in the three-volume Official Guide to Wholesaler-Distributor Financial Success. This book provides practical advice ...
Distributor Manager's Guide to Departmental and Branch Financial Excellence—Volume 2
Brent R. GroverIn today's stressful and uncertain economic climate, it's more important than ever that managers make smart decisions using sound financial management thinking. Volume 2—Distributor Manager's Guide to Departmental and Branch Financial Excellence ...
Employee Performance Improvement Bundle
Susan Levering, Ph.D.Employee Performance Improvement Tool Kit: Five Keys to Unlocking Your Employees’ Potential, Second Edition provides an organized and thoughtful approach to developing efficient and effective employees. It includes dozens of ...
Employee Performance Improvement Tool Kit: Five Keys to Unlocking Your Employees’ Potential, Second Edition
This Employee Performance Improvement Tool Kit provides an organized and thoughtful approach to developing efficient and effective employees. It includes dozens of customizable templates and 21 different samples of wholesale ...
Exploring the Financial Fundamentals of Distribution—Volume 1
Brent R. GroverIt's always important that your employees understand how the finances of your business work. But especially in today's tough economic climate, that understanding has become critical if you want your ...
Official Guide to Wholesaler-Distributor Financial Success—Three-Volume Set
Brent R. GroverIn today's economic climate when times are tough, it's vital that your employees understand the realities of how the finances of your business work. That's where the Official Guide to Wholesaler-Distributor Financial ...
Transforming Your Sales Force for the 21st Century, Second Edition
Dave KahleDistribution companies, by their nature, should be sales-oriented companies. However, many distributors don't do sales very well. That's the premise behind this book. Written for sales managers and executives in ...
All Publications
Financial Management
Distributor Executive's Guide to the Art of Top-Quartile Financial Performance—Volume 3
Brent R. GroverDistributor Manager's Guide to Departmental and Branch Financial Excellence—Volume 2
Brent R. Grover
Official Guide to Wholesaler-Distributor Financial Success—Three-Volume Set
Brent R. Grover
The Acquisitive Distributor: 4 Keys to Success When Buying a Wholesale Distribution Business
Brent R. Grover
Human Resources Management and Training
Employee Performance Improvement Tool Kit: Five Keys to Unlocking Your Employees’ Potential, Second Edition
Smart Investments: Developing Top Performers in Wholesale Distribution
Susan Levering, Ph.D.
Profit, Pricing, and Operations Improvement
BRAND-NEW: Profit Myths in Wholesale Distribution: The Truth About Sales, Margins, Inventory, and Expenses
Albert D. Bates, DBA
Driving Growth and Shareholder Value: The Distribution Value Map™
E. Neil Gholson, Mark T. Schloegel
More to the Bottom Line: Customer Profitability Tools for Wholesaler-Distributors
Brent R. Grover
Price for Success: A Practical Guide for Improving Margins in Wholesale Distribution
Advanous
Value Focused Management in Wholesale Distribution: A Blueprint for Success
Gerhard Drechsler
Sales Management
Marketing Plans for Growing Sales: A Guide for Wholesaler-Distributors, Second Edition
Scott Benfield
Restructuring the Distribution Sales Effort for Maximum Productivity
Scott Benfield, Rich Vurva
What's Your Plan? Smart Salesforce Compensation in Wholesale Distribution
Mike Marks, Mike Emerson
Supply Chain Management
Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully
Mike Marks, Tim Horan, Mike Emerson
Trends in Wholesale Distribution
BRAND-NEW: 2008 Wholesale Distribution Economic Reports
Adam J. Fein, Ph.D.
Warehouse and Inventory Management
The Time, Space & Cost Guide to Better Warehouse Design, Second Edition
Maida Napolitano
