Optimizing Distributor Growth & Market Share

Managing and Planning Resource Allocation to Grow Market Share

The NAW Institute for Distribution Excellence and Texas A&M University’s Industrial Distribution Program have launched an alliance to further the understanding and application of best practices in wholesale distribution. This alliance operates through the new entity called the Council for Research on Distributor Best Practices (CRDBP). The mission of the CRDBP is to create competitive advantage for wholesaler-distributors through development of research, tools, and education.

The CRDBP is organizing and operating annual educational consortia on important business topics for interested wholesale distribution companies of all sizes and across all lines of trade. The 2010 consortium will be pioneering research-driven education programs on the topic of Optimizing Distributor Growth and Market Share.

Value to wholesaler-distributors who join this consortium:

  • Determine how to enter new markets and/or acquire competitors
  • Learn how to optimize acquisitions and new territories by integrating them into your network
  • Optimize new product introductions in alliance with suppliers and market needs
  • Scientific approach to expand and gain control of new and existing services
  • Optimize your firm’s “footprint” of investments for serving desired markets
  • Learn how to optimally allocate customers to operations and sales force activities
  • Metrics to manage risk on new markets, infrastructure, and new product introductions
  • 20 FREE seats in Texas A&M Educational Programs – valued at more than $35,000!

A 1.5 day educational session will be developed based on the resulting knowledge, methodology, and tools.

What is the Optimizing Distributor Growth and Market Share Research Consortium?

The Optimizing Distributor Growth and Market Share Research Consortium is a collaboration of multiple distributors and manufacturers to conduct research with the objective of developing solutions to a common industry challenge by pooling their resources and achieve a common goal.

Why join this Research Consortium?

Many times companies cannot afford to invest in some research and development due to high cost and/or lack of knowledge resources required to conduct the research. Research Consortiums are an economical path to low-cost, high-quality research and development that is essential to the growth of a company. Research Consortiums also allow for the sharing of best practices and strategies among the cutting-edge organizations that invest in such efforts.

I’ve attended Texas A&M distribution consortium sessions, and I’ve found them to be among the best, most thought-provoking gatherings I’ve ever experienced in all my years in the distribution business.
–Byron Potter, President and CEO, Dallas Wholesale Builder’s Supply

Who should join this Research Consortium?

  • Distributors
  • Manufacturers who go to market through distributors

What are the benefits?

The consortium members will have the exclusive opportunity to:

  • Actively participate in ground-breaking research on one of the most crucial and timely challenges facing the industry
  • Direct the scope of the research so that the results are actionable and sustainable
  • Send up to 20 people from their organization at no cost to the educational programs that will follow the research study.


In addition to the body of knowledge resulting from this research, tangible outcomes will include:

  • Company-specific workshops to brainstorm and analyze sales and marketing policies and practices
  • A comprehensive framework for managing and planning resource allocation to growth market share
  • A two-day educational seminar on how to practically apply the research, concepts, and tools

Consortium Structure and Fees

The membership fee is $25,000 per company in the consortium. This fee will cover attendance in consortium meetings, company-specific workshops, and 20 free seats in the educational programs. All these meetings/conferences will be hosted by Texas A&M University at College Station, TX.

Optimizing Distributor Growth and Market Share Research Consortium

For more information about the Optimizing Distributor Growth and Market Share Research Consortium, contact:

Ron Schreibman
Executive Director
NAW Institute for Distribution Excellence
1325 G Street, NW, Suite 1000
Washington, DC 20005
Office: (202) 872-0885
Fax: (202) 785-0586
E-mail: rschreibman@naw.org
Website: http://www.naw.org

F. Barry Lawrence, Ph.D.
F. Barry Lawrence, Ph.D.
Leonard and Valerie Bruce Leadership Chair,
Professor in Industrial Distribution,
Program Coordinator, Industrial Distribution Program,
Director, Thomas & Joan Read Center for
Distribution Research and Education,
Director, Global Supply Chain Laboratory.

3367 TAMU, Texas A&M University
College Station, TX 77843-3367
Office: (979) 845-4984
Mobile: (979) 574-4178
Fax: (979) 845-4980
E-mail: barry.lawrence@tamu.edu