DPS Hosts Wholesale Distributor Event

Featuring Leading Distribution Expert Brent Grover

“Sacred Cows of Distribution”

Tuesday, September 16, 2008 from 8:30 a.m. to 12:00 a.m. at the Indiana Wesleyan University Indianapolis North Campus.

(Link to registration form.)

Using the best practices of wholesale distributors in many lines of trade, and years of experience running a high-profit distributor and consulting for top companies in wholesale distribution, five-time NAW author and research fellow Brent Grover will conduct a high-level “board of directors meeting” to push you beyond your sacred cows. Attendees at this highly interactive session will receive a workbook as well as guidelines for making changes that have scored major profit increases for distributors all over the country.

Session Abstract:  The enormous pressure of “sacred cows” often blocks even enlightened distributor management teams from testing fresh, bold moves to transform their companies into sustained “top quartile” financial performers.  How often have you heard “we tried that once and it didn’t work”, “our company is different” or “none of our competitors would let us get away with that”? Sometimes success is the company’s worst enemy for innovation: “we’re successful but we aren’t sure why, so we better not change anything”. Ouch!

THE SACRED COWS OF DISTRIBUTION challenges your managers to answer tough questions such as:

• Why don’t we have an outside board?
• Why do we give cash discounts to our customers?
• Why don’t we add-on charges on our invoices?
• Why do we pay commissions on money-losing orders?
• Why do we pay all of our sales reps the same way?
• Why don’t we engage in a formal strategic planning process?
• Why don’t we jumpstart our growth with a series of small acquisitions?
• Why don’t we use financial management tools to manage the productivity of people-intensive functions such as warehousing?
• Why we do we let our sales reps set prices, and why don’t we use the market pricing data we already have?

About the Speaker:  Leading wholesale distribution expert Brent Grover is the author of articles and several books, including "More to the Bottom Line", "The Acquisitive Distributor" and "The Official Guide to Wholesale Distributor Financial Success" (3-volume set) available on the NAW Publications web site.  Brent, Managing Partner of Evergreen Consulting LLC, is a Fellow of the NAW Institute of Distribution Excellence and frequent industry speaker.

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