Brent Grover’s latest book on the wholesale distribution industry, The Little Black Book of Strategic Planning for Distributors, is published by Modern Distribution Management. This is a concise book covering the critical pieces of creating a strategic plan for a wholesale distribution company including case studies, exhibits and end-of-chapter questions for your management team. These days, companies are almost always focused on the Now. And the recent recession exacerbated that tendency. Industry expert Brent Grover’s latest book will help you shift that mindset. The insights in The Little Black Book of Strategic Planning for Distributors will help you and your facilitator organize a strategic planning project, gather the needed information and build a one-page plan. Execution is the final step, and it is where many distributors fail. You will need a system to monitor results and take corrective action. This book includes what you will need to put your plan into action - a plan specifically tuned for a wholesale distribution company, though the concepts outlined can be applied at any company.

The Little Black Book of Strategic Planning for Distributors

Business & Money

Grover, Brent R.

Management & Leadership

Gale Media, Inc.

Analytics has evolved rapidly in wholesale distribution channels, fueled in part by the explosion of technology innovation over the past several years but also because of the industry’s natural lifecycle. Companies that establish and build analytic capability are staying ahead of the recent waves of disruption.
No matter where your company is on the spectrum of analytics adoption and thinking, the Distributor’s Guide to Analytics will improve your decision making – and your bottom line.
This collection provides insight from some of the leading analytic thinkers for distribution. They have applied analytics to solve business problems, identify opportunities and improve performance for thousands of distributors globally.
This guide will help you think differently and more analytically about transforming your company into a higher-performance one. It includes chapters on:
<ul>
<li> Profit Analytics - Albert D. Bates, Distribution Performance Project, and Randy MacLean, WayPoint Analytics</li>
<li> Market Analytics - Thomas P. Gale, MDM Analytics</li>
<li> Market Access Analytics - Steve Deist, Indian River Consulting Group</li>
<li> Marketing Analytics - Jonathan Bein, Real Results Marketing</li>
<li> Sales Analytics - Brian Gardner, SalesProcess360</li>
<li> Pricing Analytics - Brent Grover, Brent Grover &amp; Co.</li>
<li> Inventory Management Analytics - Jon Schreibfeder, Effective Inventory Management</li>
</ul>

Distributor's Guide to Analytics

Gale, Thomas P.

Stelton-Holtmeier, Jenel

Two big, related dynamics are changing the field of industrial and B2B marketing: It's an ever-younger crowd with a penchant for the wired and the wireless, and they don't enjoy phone sales calls. They're likely to Google you first, pop over to your website, then check out your social media accounts. How will they find you? What will they find when they do? Bob DeStefano's goal is to help you and your people get up to speed with Generation Net. You'll learn the "whats" and "whys" of online marketing, including how to: Help customers find you and build lasting relationships when they do Succeed online without alienating Boomer customers – or employees Avoid marketing blunders and missteps Be customer-centric with your website and social media Optimize your marketing for online and mobile Track and measure your results

Old Dog, New Clicks: Online Industrial & B2B Marketing Know-How for the 21st Century

DeStefano, Bob

Marketing & Sales

In this book, author Brian Gardner taps his decades of industrial sales experience to provide simple yet effective strategies for getting the most from customer relationship management. Learn how to approach CRM as a system for sharing and leveraging data throughout your business and to gain a competitive edge in the market with a revamped sales process and engaged team. 
With this book, you’ll learn: 
<ul>
<li> Common reasons that CRM fails – and how you can avoid them </li>
<li> Why CRM should be viewed as a revenue generator, not a cost </li>
<li> Why limiting CRM to outside sales will cause you to miss out on half its value </li>
<li> How to identify and fill gaps in your business using Gardner’s results-driven Sales Process Review and CRM Roadmap Matrix </li>
<li> How to break old habits and get your team on board with CRM </li>
</ul>
The most critical time in the pursuit of sales is between the opportunity and quote stages – between the front and back ends of the sales cycle. Whether you already have CRM or are just starting on the journey, this book will give you the tools to successfully navigate the sales process from lead to close with CRM.

ROI from CRM: It's about sales process, not just technology

Gardner, Brian K.

See the best price to sell, buy or rent books by the Gale Media, Inc. publisher. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Gale Media, Inc.

See the best price to sell, buy or rent books by the Gale Media, Inc. publisher. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

The Little Black Book of Strategic Planning for Distributors

Distributor's Guide to Analytics

Old Dog, New Clicks: Online Industrial & B2B Marketing Know-How for the 21st Century

ROI from CRM: It's about sales process, not just technology