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April 2008 return to newsletter contents page Profit Myths in Wholesale Distribution: The Truth About Sales, Margins, Inventory and Expenses |
Al Bates of Profit Planning Group has published a new book, Profit Myths in Wholesale Distribution: The Truth About Sales, Margins, Inventory and Expenses. The book has one overall goal to change the way distribution managers think about their businesses. Some of the changes in mind-set include:
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Replacing GMROI as a measurement tool because it almost always leads to incorrect decisions about inventory.
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Appreciating that bad debts may not always be bad.
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Understanding that lowering inventory is frequently a bad idea.
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Accepting the fact that sales growth can be too fast as well as too slow.
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Identifying why most sales force commission plans don’t work the way they are supposed to.
Profit Planning Group Founder and
Chairman Al Bates gets to the heart of this matter in the premise of
this book: both decision quality and decision consistency are
influenced by some very bad information. He points out that the
problem is exacerbated by the fact that the bad information sure
looks good on the surface.
In Profit Myths in Wholesale Distribution: The Truth About Sales,
Margins, Inventory, and Expenses, Bates replaces conventional wisdom
with a combination of sophisticated analysis and empirical
information. This book promises to give you an eye-opening
experience if you accept that much, if not most, of what you have
been told about distribution finance issues is wrong.
This book is chock-full of exhibits pertaining to a hypothetical firm. The concepts in each exhibit are applicable to all wholesaler-distributors, and you should view them in the context of your own firm. 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.
$97 per copy for AVDA Members
Transforming Your Sales Force for the 21st
Century, Second Edition
Dave Kahle
Distribution 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 the wholesale distribution industry,
Transforming Your Sales Force for the 21st Century, Second Edition provides a blueprint to transform sales forces into highly directable, effective, and focused performers. It describes “11 Highest Potential Initiatives” in a down-to-earth, clear style that makes it easy to implement immediately within a distribution business.
Cost, $93 per copy for AVDA members.
© 2008 American Veterinary Distributors Association
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