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Achieving Excellence in Dealer/Distributor Performance

Book 1: In 374 pages Walter McDonald focuses on how dealers can increase profitability, cash flow, market share and customer retention. This dealer guide actually contains two books, one book with performance benchmarks and advice on what the numbers mean and the second book on how to improve. The dealer/distributor can analyze its business operations through the performance yardsticks presented in this “real metrics, real solutions” text. (price includes S/H but additional international rates may apply).



Member Price: $141.00

Non-Member Price: $166.00
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New item!
Strategies, Tactics, Operations for Achieving Dealer Excellence

Book 2: In 564 pages, Walter McDonald provides in-depth insight into how dealers can build a sustainable strategy and structure their organization to win and keep winning. He begins with building a Strategic Vision and provides a practical “how to” process for creating a winning product/market STRATEGY. His emphasis is on how to judiciously utilize your scarce and costly resources. He examines TACTICS for the proper utilization of the right resources at the right time. And, he defines the characteristics of OPERATIONS Excellence with a total of over 600 World-Class Best Practices in Each Revenue Center. (price includes S/H but additional international rates may apply).



Member Price: $163.00

Non-Member Price: $188.00
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New item!
Dealer Problem Solving Handbook

Book 3: The Dealer Problem-Solving Handbook is a comprehensive guide to finding solutions to dealer sales and operations problems in Books 1 and 2. Problem areas are listed by Revenue Center in the Handbook. Fresh, new insight into each problem is presented followed by extensive page number references within the nearly 1,000 pages in Books 1 and 2. Bonus Special Reports on Vendor Relations, Banking Relations, Organizational Development and Obsolete Parts Management are included. (price includes S/H but additional international rates may apply).



Member Price: $24.00

Non-Member Price: $49.00
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New item!
Box Set of Thre Walter McDonald Books

Book 1: Achieving Excellence in Dealer/Distributor Performance

Book 2: Strategies, Tactics, Operations for Achieving Dealer Excellence

Book 3: Dealer Problem-Solving Handbook



Member Price: $299.00

Non-Member Price: $324.00
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5 Fundamentals for the Wholesale Distribution Branch Manager

This brand-new 5 Fundamentals for the Wholesale Distribution Branch Manager, Second Edition is the classic step-by-step guide to helping branch managers improve their business and leadership skills. The branch manager is the key to success for every wholesaler-distributor according to author Jim Ambrose. “If winning means profitable market share and profitable market share growth, then developing the branch manager is essential to a company’s success,” he says. This brand-new edition is completely revised with vital new information that today’s branch manager needs to read to succeed in today’s very challenging economy! (price includes S/H)



Member Price: $120.00

Non-Member Price: $145.00
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Achieving Effective Inventory Management

Achieving Effective Inventory Management, 5th Edition, presents a new standard for distribution inventory management. It's an easy-to-read, comprehensive guide to organizing your warehouse. It offers a comprehensive discussion of every phase in the process, including how to: Organize your warehouse to reduce order-processing costs; Minimize losses caused by shrinkage and obsolescence; Improve demand forecasting; Analyze inventory to find new profit opportunities; and Develop dynamic safety stock allocations. (price includes S/H)



Member Price: $95.00

Non-Member Price: $120.00
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Customer Stratification: Best Practices for Boosting Profitability

This groundbreaking study offers you 20 practical action steps that your company can implement today. Rather than focus on sales force communication, this research focuses on customer relationships and the value customers provide to their wholesales-distributors. The value is achieved through: increased revenue, decreased expenses and optimal allocation of assets. By: F.Barry Lawrence PH.D., Pradip Krishnadevarajan and Senthil Gunasekaren of Texas A&M. (price includes s/h)



Member Price: $145.00

Non-Member Price: $170.00
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Driving Distributor Sales Beyond: Best Practices for Outselling Your Competitors

Is your sales team prepared to compete effectively and win business in the current climate? Author Dirk Beveridge believes you’re losing business if your sales team is selling in the same way it did 24 months ago and you’re managing sales as you did a year ago. That’s the bad news. However, if you know there’s a better way to unify and inspire your sales organization to produce better top- and bottom-line sales, then this book will help you get there. Beveridge surveyed the industry and conducted in-depth interviews with 17 high-performing distributors. This book shows you what separates those distributors that consistently outperform their competitors. With a roadmap and best practices for how to take more from your market that it’s prepared to give you by out strategizing, out managing and outselling your competitors. (price includes S/H)



Member Price: $120.00

Non-Member Price: $145.00
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Effective Sales Incentive Design for Distributors: What's the Right Plan?

If you are looking for a how-to book on creating and implementing an aligned and effective sales compensation program, this book is for you. Authors Mike Emerson and Steve Deist have filled this book with actionable steps, detailed information and formulas on sale studies from the front lines of the wholesale distribution industry. They keep the focus on maximizing the financial return from the field sales force. They describe a series of proven steps that have worked with other distributors, so they should work for you!

This book is not about theories; it's about practical experience and expert guidance for surviving and growing in today's world. (price includes S/H)



Member Price: $120.00

Non-Member Price: $145.00
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Essentials of Profitable Wholesale Distribution, Second Edition

Making money in the wholesale distribution business gets tougher every year. When you add the current economic climate to the equation, making money can be downright grueling in many sectors of the market! More aggressive competition, expanded product lines, tighter profit margins, and more demanding customers require distributors to work longer, faster, and smarter to survive and remain profitable. Running a successful company requires cooperative efforts from knowledgeable and motivated employees. How can you ensure that your employees are aligned with your goals for high performance and profitability? You give them this #1 training workbook by Jim Olsztynski to speed their learning and retention. Every chapter includes a comprehensive quiz, and there’s a thorough glossary of distribution terms and a detailed index in the back of this 190-page workbook (price Includes S/H)



Member Price: $145.00

Non-Member Price: $170.00
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Facing the Forces of Change - Reimagining Distribution in the Connected World

This book is the only major research study analyzing the future of wholesale distribution within multiple lines of trade. Since its inception in 1982, this landmark series continues to provide insights about the overall future of wholesale distribution and the role of wholesaler-distributors. Distributors must: •Capitalize on opportunities in e-commerce, mobility, and social networking •Embrace the full potential of advanced analytics •Ensure that your training dollars are invested wisely •Reimagine both their role in the value chain and the structure and functions that comprise their organization. This book can help you take steps to plan, prepare, and execute strategies to capitalize on the forces of change.



Member Price: $240.00

Non-Member Price: $265.00
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Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors

Experienced wholesaler-distributors say CRM (Customer Relationship Management) is fast becoming a standard practice. It’s becoming an essential tool for managing a high-performing distribution sales organization. This brand-new book will help you avoid common mistakes, overcome predictable challenges, minimize frustration and disruption, and achieve more targeted benefits and faster business results. This book provides a soup-to-nuts planning framework, best practices from leading distributors, and ready-to-implement management tools for engaging your leaders and salespeople. By Mark Dancer (price includes s/h)



Member Price: $120.00

Non-Member Price: $145.00
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How to Hire and Develop Your Next Top Performer

Caliper knows the qualities that make the best performers and their book, "How to Hire and Develop Your Next Top Performer," originally published by McGraw-Hill in 2000, delves into the five qualities that make a successful salesperson, and tells you how to hire, train, develop, motivate and retain them for your organization. The authors also provide valuable information on how to match the right people to the right job, and how to build peak performance teams within your organization.

This publication is available in paperback for $17.95. (price includes S/H)



Member Price: $17.95

Non-Member Price: $67.95
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INNOVATE!

76% of wholesaler-distributors surveyed believe we are living in an environment we could call the “age of disruption.” Leaders throughout the industry are challenged by the constant pressures coming at them from all directions. These pressures could come from marketplace competitors or be the result of new government regulations, shifting demographics, the accelerating pace of technology, and others. Navigating these big shifts to create a sustainable and relevant business has become the new mandate for every leader and every employee in distribution. (price includes S/H)



Member Price: $120.00

Non-Member Price: $145.00
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Marketing Plans for Growing Sales

This newly revised and updated edition, written specifically for wholesaler-distributors, will show you how to develop a workable marketing strategy for penetrating accounts and help you take the shortest, most productive path to sales growth. Included in this publication is information on the use of the internet as a marketing tool; generating and implementing a marketing plan; and assessing and prioritizing segment needs. Available for immediate download to your desktop in PDF format. Author: Scott Benfield and Jane Baynard (price includes S/H)



Member Price: $120.00

Non-Member Price: $145.00
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Modern Distribution Management

Where are integrated supply and the new alliances taking industrial distribution? What is the step-by-step approach any size distributor can use to develop a marketing plan? Find out about these issues and more. For a free sample or to order, call direct (612) 623-1074.



Price: FREE!
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Objective Based Selling

Objective Based Selling the only book outlining a sales process model created in and specifically for the material handling industry. Learn how to: use open ended questions to get the customer to tell you how to sell them (over 100 specific questions provided); create customer focused proposals; build and maintain personal, professional relationships that help sell. And much more. This 200+ page, soft cover book is written by a Gary T. Moore, Material Handling Veteran with over 45 years experience in the industry.



Price: $44.95 ($39.95 for 4 or more)
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Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line

Have you ever wondered about the following questions? • Is it possible to achieve the ROI requirement implied by double-digit EBITDA multiples in most acquisitions? • What are the best practices performed by top-performing firms that differentiate them in terms of profitability/ROI? • How do best practices enhance shareholder value? Authors Barry Lawrence, Senthil Gunasekaran, and Pradip Krishnadevarajan of Texas A&M University answer these questions and more. The 47 best practices in this book were developed from actual experiences of real distribution firms across our industry. This book is not academic modeling or theory. (price includes S/H)



Member Price: $185.00

Non-Member Price: $210.00
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Pricing Optimization: Striking the Right Balance for Margin Advantage

Forward-thinking wholesaler-distributors who strive for above-average returns in the “New Norma” by leveraging pricing optimization best practices that are rooted in sound analytics must real Pricing Optimization! Distributors must 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! The issue of margin erosion will never end if distributors do not get creative – first with their pricing methods, and second with their value proposition. This comprehensive study will help you achieve the right pricing solution for your business! (price includes S/H)



Member Price: $145.00

Non-Member Price: $170.00
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Profit Myths: The Truth About Sales, Margins, Inventory, and Expense

This book, by Al Bates, Founder and Chairman of Profit Planning Group, has one overall goal—to change the way distribution managers think about their businesses. Some of the changes in mind-set include: 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; and Understanding that lowering inventory is frequently a bad idea.

Also included with this book is a Microsoft© Excel file that allows you to enter data for your firm and then print exhibits from this book with results specifically for your firm. These exhibits should serve as a valuable tool in understanding how the conclusions in this book impact your business. (price includes S/H)



Member Price: $120.00

Non-Member Price: $145.00
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Strategis Planning for Distributors: Execution Isn't Everything-It's the Only Thing!

Strategic Planning for Distributors: Execution Isn’t Everything-It’s the Only Thing! by Brent R. Grover provides you with 11 proven best-practice strategy steps to apply as you run your business in a rapidly changing competitive environment. Drawing on more than two decades of wholesale distribution research you will learn how to: execute specific action plans to produce sustainable, profit results; create effective leadership team roles related to execution and much more. (Price includes S/H)



Member Price: $120.00

Non-Member Price: $145.00
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Strategic Pricing for Distributors

Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins by Brent Grover is a combination of business novel and guidebook with real-world lessons for distribution managers. It will show you how to gain control over your pricing function and turn your customer value proposition into value for your shareholders.

The book takes you through a plan using market-driven pricing guidelines and tools for reaching and sustaining strategic pricing improvement -- and ultimately increased profitability. Seize the opportunity that this current economic climate provides, and use this book with your management team to implement a high-impact and sustainable strategic pricing system for your company. (price includes S/H)



Member Price: $120.00

Non-Member Price: $145.00
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The MHEDA Journal Subscription

The MHEDA Journal is published quarterly, Winter, Spring, Summer and Fall. It is the only journal that is both for and about MHEDA members. It is filled with industry related news information and features items such as: Member Profiles; Sales Success stories; Technology Advisory; and Money Matters. In addition, new members are recognized quarterly; advertisers have an opportunity to promote their company and of course the MHEDA Chairman of the Board always enlightens us with his Perspective.



Member Price: FREE!

Non-Member Price: $40.00
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Transforming Data Into Action

This book shows you how to assimilate information to optimize decisions. You will become proficient in your use of the information your company produces. It shows you step-by-step how to organize your company's data and reports so you can arm your sales force to sell more productively and more efficiently. No single activity to improve sales or margin can be done without solid analytics. Written by Tony Pericle. (price includes s/h)



Member Price: $120.00

Non-Member Price: $145.00
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Value Creation Strategies

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. Learn the value creation strategies needed to maintain your competitive advantage within your market and to increase your profitability. (price includes S/H)



Member Price: $120.00

Non-Member Price: $145.00
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Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully

This publication will help you understand what is behind the constant friction that exists when both distributors and manufacturers work at legitimate cross-purposes because their paths to profit and growth are very different. Find out what really drives distributor-manufacturer relationships, how often they go bad and why.

It takes a long time to develop good distributor- manufacturer relationships; unfortunatley, it only take a short time to destroy them. learn more about avoiding the missed opportunities that exists in every distributor-supplier channel and learn corrective actions to take to preserve these vital relationships

Learn from authors Marks, Horan and Emerson, about the diagnostic tools to help distributors and their suppliers manage relationships in a way that proves beneficial to both parties. (price includes S/H)



Member Price: $120.00

Non-Member Price: $145.00
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