Course Descriptions

Optimizing Distributor Profitability

This course will answer the following questions:

  • What are the best practices performed by top-performing firms?
  • Is there a systematic framework of best-practice implementation that can be adopted?
  • How do best practices enhance shareholder value?
  • Where is the link that connects process to profitability?
  • Is it possible to achieve the ROI requirement of double-digit EBITDA multiples in most acquisitions?

Pricing Optimization

Forward-thinking wholesaler-distributors who strive for above-average returns in the “New Normal” by leveraging pricing optimization best practices that are rooted in sound analytics must attend this course. It’s time for distributors to up their game on pricing. The issue of margin erosion will never end if you do not get creative—first with pricing methods, and second with value proposition.

Advanced Sales Management

This course focuses on aligning customer needs, sales force priorities, and wholesaler-distributor objectives to maximize value creation. This course speaks to the critical business issues all companies face in leading and growing their organizations. As the economy continues to struggle, there is no more important time than right now for distribution management teams to attend this program.

Optimizing Channel Compensation

This course will help you determine how service models are changing, how distributors are being compensated for new processes, capture best practices in manufacturer–distributor collaboration, examine and document distributor compensation models in terms of traditional product margin (distributor-driven), fee for service (customer-driven), incentive based (manufacturer-driven), etc.

The New Science of Customer Service

The topics addressed in this course are service growth and differentiation, customer service attributes, conflict resolution and service recovery, lifetime value calculations, service strategy and stratification, service culture building blocks, service standards and innovation, employee satisfaction drivers, talent selection, empowerment and flexibility.

Executive Session on Distributor Competitive Advantage

If you are planning to set your firm on a sustainable profitable growth journey while sharpening competitive advantage in your marketplace, this program provides you a blueprint to achieve the same. If you are not planning to grow your firm above-average industry growth, this program content may not align with your strategic intent.

Intensive Customer Stratification

Best-in-class distributors categorize customers based on various factors, but customer stratification has long been an unexplored area for most distribution companies. Not anymore. Customer stratification is a critical business process that every distributor should adopt and execute well to achieve greater profitability. When you educate your staff about the customer stratification best practices, they will have the tools, knowledge, and motivation to establish and sustain this important business process.

Intensive Inventory Management

This program deals with STOCK processes such as inventory stratification, forecasting and replenishment. You will get hands on experience performing inventory stratification, analyzing demand patterns, applying various forecasting methods, evaluating forecast error to choose the best method, and deciding ‘what to order?’ and ‘how much to order?’

Distribution Manager Certificate Program

Distribution has evolved so rapidly and branch managers are being tasked with additional responsibilities in areas of operations and finance. Managers have been forced to become entrepreneurs and no longer manage just the day-to-day operations. Often, managers in their transformed role see themselves making critical business decisions but most times are not equipped with the right tools and best practices for decision making.

PUMP 101: Basic Pump Fundamentals

This course covers the following topics:

  • Introduction to pumps and their applications.
  • Basic pump design and classification.
  • Properties of fluids.
  • Overview of system, fluid and pump interventions.

PUMP 102: Advanced Pump Fundamentals I

This course covers the following topics:

  • Review of Fluid Transfer Theory.
  • Pump classification, design and performance.
  • Review and analysis of Affinity Laws.
  • Pump selection, troubleshooting and best practices.

PUMP 201: Advanced Pump Fundamentals II

This course covers the following topics:

  • Pump fundamental review.
  • Seals and their performance in pumping applications.
  • Bearings and power frame performance.
  • Condition monitoring and pump performance.
  • Why do pumps fail?