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The Progressive
Distributor Resource Library
brought to you by Progressive Distributor magazine
 The Progressive Distributor Resource
Library contains information for the industrial distributor. You can purchase
materials by downloading the order form at the end of the paragraph,
and faxing or mailing it to the company indicated on the form.
Here is a list of our current
selections:
From
Robert S. Boyles Jr.
Succeeding With
Distribution Technology
From
Scott Benfield and Jane E. Baynard:
Pricing
Management: Capturing Value for Distributors
From Jon Schreibfeder of
Effective Inventory Management:
Achieving
Effective Inventory Management
Achieving Effective Inventory Management spreadsheets
The Foundation of Effective Inventory Management
From John Carroll:
Sales Illustrated: 68 Sales Lessons from Everyday Life
From the Power Transmission
Distributors Association:
Partnership Planning Guide
Market Planning Guide
Guide to Understanding Value
Guide to Win-Win Sales Meetings
Sales Job Descriptions and Evaluations
New Employee Orientation
Employee Recruitment and Selection
PTDA Power Transmission Interactive
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Succeeding
With Distribution Technology
by Robert S. Boyles Jr. Technology
is more important than ever to distribution companies. Whether you are
considering buying a new system or adding functionality to your
existing one, making the right choice is vital. The wrong move can
cripple your operations and cost you dearly. But the right technology
can pave the way for better customer service and higher profits. Now
you can learn a professional's trade secrets for a successful
technology initiative.
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 Pricing
Management: Capturing
Value for Distributors
by Scott Benfield and Jane E.
Baynard
Written
expressly for wholesaler-distributors of all types and sizes, this
essential manager's manual shows how to boost profits through a more
systematic and market-driven approach to pricing. Too
many distributors leave pricing decisions to their field sales
personnel, while creating compensation plans that inadvertently reward
knee-jerk price-cutting in response to some equally clueless
competitor.
"Pricing
Management: Capturing Value for Distributors" counsels
wholesalers to appoint a corporate-level pricing manager whose job is
to fine-tune his prices according to the customer served and his
inevitably unique product and service needs. The profit payoff is enormous.
Print,
171 pages
Price:
$75
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 Sales
Illustrated: 68 Sales Lessons from Everyday Life
by John Carroll
In professional selling, you either get the sale or you get a
lesson. Now you can get both. When you sell for a living (and
especially when you think you don't) you'll appreciate and enjoy the
new book by John Carroll. In Sales Illustrated, you'll find that
reflecting on everyday occurrences can lead to reminders about
principles for effective, successful selling. Get yourself
re-energized for your next sale with this short, delightful serving
of practical wisdom drawn from the world around us.
See what
industry professionals have to say:
• "John teaches us how we can actually learn to enjoy our
sales efforts through these analogies of life at home. I highly
recommend this artistically simple and acutely essential booklet
that can help take you well above average in your career
endeavors."
~C. Randy
Fulmer, vice president of Carolina Equipment & Supply
• "It’s interesting to see
someone from our industry relating common-day sales orientation to
common-day life. John has taken personal experiences and made them
meaningful to sales. If a sales person can relate to his or her own
past experiences, as John has done, the benefit from the
middle-of-the-road sales person to the experienced veteran will be
considerable."
~Bud
Pritchard, vice president and general manager of Integra IPS
Print, 71 pages
Price: $6.95
Click
here for order form
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 Achieving
Effective Inventory Management
by Jon Schreibfeder
This book presents the new standard in distribution inventory
management. It is a valuable tool for any distributor using any
computer system. It includes a comprehensive discussion of every phase
of distribution inventory management, including:
• How to meet or exceed your customer's expectations of product
availability while maximizing your company's net profits
• Business policies and procedures that are necessary to achieve
effective inventory management
• Effective warehouse organization
• Increasing the productivity of warehouse employees
• Best practice methods for maintaining accurate inventory balances
• How to determine the most effective method for determining the
future demand of each product
• How to determine when to order a product and how much to order.
• And more!
Print, 174 pages
Price: $69
Click
here for order form
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Achieving
Effective Inventory Management spreadsheets
An exciting new tool has just been released by EIM Inc. to help you
make the most of your inventory investment using information provided
by your current software system! The set contains 12 different Excel
spreadsheets loaded onto a floppy disk, a hard copy of each
spreadsheet, and detailed instructions, all packaged in an attractive
binder. These Achieving Effective Inventory Management
spreadsheets are valuable tools for any wholesaler-distributor using
any computer system, providing vital information about your specific
inventory situation. Spreadsheets in this package include:
Comparative Forecast Calculations
– Determines the most accurate of 15 forecast formulas based on the
past usage history of an item.
Unusual Usage Identifier –
Identifies products that may have experienced unusually high or low
usage by comparing actual usage to the calculated forecast demand.
Safety Stock Calculator –
Calculates safety stock quantities based on the average difference
between the forecast of demand and actual usage. This spreadsheet will
also compute the investment necessary to maintain the safety stock
quantity that is usually required to maintain various levels of
customer service.
Minimum/Maximum Analyzer –
This spreadsheet will identify items with sporadic sales and suggest
minimum and maximum stocking parameters based on the average sale
quantity and optional safety stock quantity.
Inventory Analysis – This
spreadsheet calculates the adjusted margin (gross margin less the cost
of carrying the average inventory investment) for each product rank as
well as the savings that can be obtained (in both inventory investment
and carrying cost) by achieving the target turnover.
Value of Lost Material – This
spreadsheet determines the amount of additional sales your company
must generate to make up for the value of material that was lost,
stolen, or is otherwise unusable.
Excess Inventory – This
spreadsheet determines what portion of the current available quantity
of each item is in excess of an "x" month supply. It also
calculates an excess inventory value for each item as well as a grand
total for all excess material listed on the report.
Rolling Average Simulator – If
you are using a system that is based on the philosophies of Gordon
Graham, this simulator will help determine the effect of changing the
lead time, review cycle, carrying cost, and/or cost of ordering on
your replenishment parameters and inventory investment.
Price Break Analysis (Vendor Line)
– This spreadsheet compares the additional discount you receive for
placing a larger total vendor order with the cost of carrying more
inventory for a longer period of time. You will also receive a
spreadsheet that will perform this analysis for an individual item.
Ranking Analysis (Cost of Goods
Sold) – This spreadsheet will classify items in "A,"
"B," "C," "D," and "X"
categories based on their contribution to the total cost of goods
sold.
Ranking Analysis (Hits) – This
spreadsheet will classify items into "A," "B,"
"C," "D," and "X" categories based on
the number of times the product was sold, regardless of quantity. This
is a valuable tool for identifying those products that are most
important to your customers as well as organizing your warehouse for
maximum picking efficiency.
Price: $69
Click
here for order form
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The Foundation of
Effective Inventory Management
Available now is a one and a half hour condensed version of Jon
Schreibfeder's two-day Effective Inventory Management Seminar on
IBM-PC format CD-ROM. While this CD does not include all of the detail
included in our in-person sessions, it does provide a good
introduction to achieving effective inventory management, and is also
a great review for those who have previously attended one of our
sessions. Topics covered on the CD include:
- What is effective inventory
management?
- Business policies that are necessary
to achieve effective inventory management
- Ideas for organizing your warehouse
or stocking facility
- Basic rules for deciding when to
order products as well as how much to order
- Analyzing your inventory investment
The CD includes comprehensive graphics
to illustrate each concept, an easy to follow commentary, and
interactive quizzes to reinforce the concepts presented.
Price: $149
Click
here for order form
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Partnership Planning Guide
Improve
business relationships with key channel partners with this simple
step-by-step process to identify and resolve points of tension. Includes
surveys to be used by both distributors and manufacturers to evaluate
each other’s performance and expectations in key operational areas,
and summary sheets to mutually identify key issues/areas within the
business relationship
that
need improvement.
Print/Electronic,
30 pages
Item
# 947 $49.95
Click
here for order form
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Market Planning Guide
Enhance
joint distributor-manufacturer sales and marketing efforts with this
simplified process for developing strategic marketing plans for key
and target accounts. The guide takes distributors through a simplified
process to define their core business, analyze and segment existing
and potential customers, differentiate customer segments, develop
profiles of key and target accounts and create key and target account
plans.
Print/Electronic/Audio,
25 pages/3.5 hours
Item
1008 (With
audiotape) $179.95
Item
1008A (No
audiotape) $119.95
Click
here for order form
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Guide to Understanding Value
Developed
by Tim Underhill, Underhill & Associates with input from PTDA’s
Industry Relations and Marketing Committees, this innovative guide
explains how to identify services valued by customers, analyze and
measure the service’s potential to impact the customer’s bottom
line, and present documented savings to the customer.
Includes a matrix delineating six categories of value; the
indicators of each value, uptime and yield; and the array of potential
solutions that distributors can provide to add value, as well as
sample worksheets for documenting costs.
Print/Electronic/Audio,
50 pages/2 hours
Item
1022A (With audiotape) $134.95
Item 1022 (No
audiotape) $89.95
Click
here for order form
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Guide to Win-Win Sales Meetings
Based
on the philosophy that successful sales meetings are a partnership
between distributors and manufacturers, the guide outlines a process
for channel partners to work independently and together towards
achieving a successful sales meeting. Sections
cover barriers to effective sales meetings; alternatives to formal
sales meetings; planning a win-win sales meeting, including target
frequency, attendee and meeting length; developing a win-win meeting
agenda based on distributor personnel needs and tips for meeting
facilitators.
Print/Electronic,
15 pages
Item
# 1024
$49.95
Click
here for order form
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Sales Job Descriptions and Evaluations
Improve
job specification and employee evaluation for distributor inside and
field sale personnel.
Based on extensive research conducted by PTDA specifically for
the power transmission/motion control industry, the guide outlines the
philosophy behind developing job descriptions and personnel evaluation
forms.
Includes sample and template job descriptions and performance
evaluations for these two key staff positions.
May be used alone or in combination with other Human
Resources Solutions products.
Print/Electronic,
45 pages
Item
# 1007 $69.95
Click
here for order form
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New Employee Orientation
This
step-by-step guide to developing an effective orientation and
evaluation includes information on development and content of an
orientation program with sample checklists, instructions for
performing employee and organization performance evaluations and
sample evaluation forms.
May be used alone or in combination with other Human
Resources Solutions products.
An audiotape with handouts, discussing how to incorporate the
guide into corporate human resources procedures, is also available.
Print/Electronic/Audio,
25 pages/4 hours
Item
1013 (With audiotape) $110.95
Item 1013A (No
audiotape) $69.95
Click
here for order form
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Employee Recruitment and Selection
This
practical guide to recruiting and selecting the best employees focuses
on developing a strategy that reflects a company’s long- and
short-term business objectives. Includes
step-by-step instructions for a successful recruitment and selection
process: job specifications, writing and placing ads, where to find
qualified applicants, referral bonuses, screening and interviewing
techniques, reference checking and making the offer.
Template and sample forms are included for job requisition,
employment application, interview evaluation, information release
authorization, reference verification, offer and rejection letters.
Print/Electronic,
30 pages
Item
# 1037 $69.95
Click
here for order form
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 PTDA
Power Transmission Interactive
Power Transmission Interactive: The multimedia primer for the power
transmission industry, this CD-ROM training tool provides basic
training on power transmission/motion control products, their various
types and uses, maintenance and diagnostic tips, and basic application
and selection criteria. Text, graphics, voice, animation and
interactive quizzes create a multi-sensory learning environment that
enables students to learn at their own pace and increases retention.
Built-in supervisory functions allow employers to specify, track and
recognize performance achievement.
Two discs include fourteen separate
modules covering fundamentals, bearings, belt and chain drives,
clutches and brakes, conveyors and components, couplings and U-joints,
gears, hydraulics and pneumatics, linear motion products, motors,
adjustable-speed drives, controls and sensors and accessories. Ideal
to train new employees on PT/MC basics, evaluate knowledge of current
inside and field sales staff, screen prospective hires' product
knowledge and provide value-added technical training for customers.
Single-user program; additional copies must be ordered for each
trainee.
Electronic
Item # 1038
$149.95
Click
here for order form
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