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To order, go to http://www.naw.org/essentialsprofwd or call 202.872.0885. Quantity discounts apply when ordering two or more copies.

Making money in the wholesale distribution business gets tougher every year. When you add the current economic slump to the equation, making money can be downright grueling in some 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 distributors ensure that their employees are aligned with their goals for high performance and profitability? They give them Essentials of Profitable Wholesale Distribution!

Written by Jim Olsztynski, this second edition of Essentials is twice the size of the first edition and includes both brand-new and updated instructional text and all-new graphics.

Prerequisite reading at many distribution companies, Essentials of Profitable Wholesale Distribution, Second Edition provides a straightforward and clear understanding of how the wholesale distribution business works. Employees at distribution firms will learn the basics of distribution economics, customer service, sales, and marketing. This book will make distribution employees smarter--a lot smarter. This is the perfect training tool to speed learning and retention for everyone on a distributor's staff!

In 11 chapters, Essentials of Profitable Wholesale Distribution covers all the basics of wholesale distribution, including how wholesaler-distributors make money. Topics include:
• The role of wholesaler-distributors
• Value-added functions
• Channels of distribution
• Gross profit, gross margin, and mark-up
• Methods to increase profits
• Basic financial statements
• Cash flow and liquidity
• Importance of gross margin dollars
• Customer service and satisfaction
• Internal and external customers
• How an extra 1% boosts returns
• Strategies to increase professionalism.

This book contains end-of-chapter self-correcting quizzes, a glossary of common wholesale distribution terms, and a final comprehensive self-test review to speed learning and retention.

NAW is a federation of more than 100 wholesale distribution line of trade international, national, regional, state, and local associations and thousands of individual firms that collectively total more than 40,000 companies. The role of the NAW Institute for Distribution Excellence is to sponsor and disseminate research and knowledge in strategic management issues affecting the wholesale distribution industry. Visit www.nawpubs.org to learn more.