Distributor's Guide to Analytics

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:

• Profit Analytics - Albert D. Bates, Distribution Performance Project, and Randy MacLean, WayPoint Analytics
• Market Analytics - Thomas P. Gale, MDM Analytics
• Market Access Analytics - Steve Deist, Indian River Consulting Group
• Marketing Analytics - Jonathan Bein, Real Results Marketing
• Sales Analytics - Brian Gardner, SalesProcess360
• Pricing Analytics - Brent Grover, Brent Grover & Co.
• Inventory Management Analytics - Jon Schreibfeder, Effective Inventory Management

- Dr. Albert D. Bates is the founder and chairman of Profit Planning Group, a provider of financial benchmarking data and services in distribution. He is the author of The Real Profit Drivers: Managing the CPVs.

- Jonathan Bein, Ph.D., is managing partner at Real Results Marketing. Contact him at jonathan@realresultsmarketing.com or visit www.realresultsmarketing.com.

- Steve Deist has been an IRCG Partner for six years. He has more than 20 years of experience working for hundreds of distributor, retail, manufacturer and private equity clients in dozens of lines of trade.

- Thomas P. Gale is president of Gale Media (www.mdm.com), a market-leading information services and publishing company whose two business units are Modern Distribution Management and MDM Analytics.

- Brian Gardner, the founder and lead evangelist at SalesProcess360, has spent more than 25 years in sales and sales management in the industrial market.

- Brent R. Grover founded Evergreen Consulting in 2001 as a boutique firm to advise companies in the wholesale distribution channel. Brent can be reached at brent@evergreen-consulting.com. Visit Evergreen Consulting at www.evergreenconsultingllc.com.

- Randy MacLean is president of WayPoint Analytics, a profitability service provider for distribution companies. He can be reached at rmaclean@waypointanalytics.com, or visit his website at www.randymaclean.com.

- Jon Schreibfeder is president of Effective Inventory Management, Inc., a firm dedicated to helping manufacturers, distributors and large retailers get the most out of their investment in stock inventory. Learn more at www.effectiveinventory.com.


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