Publications

  • Featured Product

    How to Hire and Develop Your Next Top Performer

    PRICE DROP! This book & DVD delves into the five qualities that make a successful salesperson, and tells you how to hire, train, develop, motivate and retain them.

    Member: $25 $15
    Non-Member: $50

  • Featured Product

    2019 DISC (Distributor Statistical Comparison) Report

    This financial benchmarking study provides key insights into exactly how “high-profit firms” generate better profit numbers.

    Distributor Member: $400
    Manufacturer/Supplier/Associate Member: $275
    Non-Member: Not available

  • Featured Product

    Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully

    Price Drop! This publication helps you understand what is behind the constant friction that exists when both distributors and manufacturers work at legitimate cross-purposes.

    Member: $115 $95
    Non-Member: $145

  • Featured Product

    Objective Based Selling

    Objective Based Selling the only book outlining a sales process model created in and specifically for the material handling industry.

    1-3 copies: $44.95 each
    4 or more copies: $39.95 each

  • Featured Product

    Four Volume Revenue Center Manager Set

    This is the essential Tool Kit for every Revenue Center Manager and are also the basic textbooks used in Walter’s Master’s Program in Dealer Management Workshop.

    Member: $363.75
    Non-Member: $413.75

  • ...But What Did It Cost Us? How to Reduce Selling Costs in Wholesale Distribution

    This 26-page white paper shows your sales manager how to determine whether your sales force is spending company resources wisely in pursuing customers.

    Member: FREE
    Non-Member: Not available

  • 2018 Employee Compensation & Benefits Reports

    Detailed reviews of distributor executive and employee compensation and benefit programs including salaries, bonuses and perks.

    Member: $400
    Non-Member: Not available

  • 25 Profit Building Tools for Machinery Dealers

    This 212-page book was written to capture the rapid advances in IT (information Technology) that can greatly impact programs to increase profitability.

    Member: $72.00
    Non-Member: $122.00

  • 5 Fundamentals for the Wholesale Distribution Branch Manager

    This second edition of 5 Fundamentals for the Wholesale Distribution Branch Manager is the classic step-by-step guide to helping branch managers improve their business and leadership skills.

    Member: $115
    Non-Member: $145

  • Achieving Effective Inventory Management

    Achieving Effective Inventory Management, 5th Edition, is an easy-to-read, comprehensive guide to organizing your warehouse.

    Member: $85
    Non-Member: $105

  • Achieving Excellence in Dealer/Distributor Performance and Readers Guide

    In 374 pages, Walter McDonald focuses on how dealers can increase profitability, cash flow, market share and customer retention.

    Member: $123.75
    Non-Member: $173.75

  • Addendum to Facing the Forces of Change: Reimagining Distribution in a Connected World

    This 24-page Executive Report examines some of the more recent challenges distributors face and offers suggestions for differentiation.

    Member: FREE
    Non-Member: Not available

  • Becoming a Digital Distributor: Strategies and Tools That Create Value

    This book is your roadmap to adopting and using digital tools—e-commerce, social media, mobility, CRM, advanced analytics and multichannel solutions.

    Member: $115
    Non-Member: $145

  • CEO Insights on Innovating the Distributor for the Digital Age

    Learn how to build killer strategic capabilities to compete against disruptors and excite your customers. Available as electronic PDF file.

    Member: $100
    Non-Member: $125

  • Customer Stratification: Best Practices for Boosting Profitability

    This groundbreaking study focuses on customer relationships and the value customers provide to their wholesales-distributors.

    Member: $145
    Non-Member: $180

  • Dealer Problem Solving Handbook

    The Dealer Problem-Solving Handbook is a comprehensive guide to finding solutions to dealer sales and operations problems in Walter McDonald's Books 1 and 2.

    Member: $67.50
    Non-Member: $117.50

  • Digital Transformation: The New Proving Ground for Distributors

    This 13-page white paper, by Linda Taddonio of IQ Acceleration, guides you on how to infuse an agile and powerful digital transformation strategy into every aspect of your business.

    Member: FREE
    Non-Member: Not available

  • Driving Profitable Growth: A Distributor's Playbook to Generate-Manage-Sustain Competitive Advantage

    Growth is imperative, and at last, distributors have a growth playbook that is based on research and analytics instead of anecdotal information!

    Member: $245
    Non-Member: $310

  • Effective Sales Incentive Design for Distributors: What's the Right Plan?

    This how-to book is filled with actionable steps to create and implement an aligned and effective sales compensation program.

    Member: $115
    Non-Member: $145

  • Essentials of Profitable Inside Sales in Distribution

    Your inside sales reps are core components of your business. This book provides a detailed and clear description of the requirements for the modern inside sales rep.

    Member: $155
    Non-Member: $230

  • Essentials of Profitable Wholesale Distribution, Second Edition

    This #1 training workbook can help you ensure that your employees are aligned with your goals for high performance and profitability.

    Member: $140
    Non-Member: 195

  • Facing the Forces of Change: Navigating the Seas of Disruption

    This 11th edition of Facing the Forces of Change explores marketplace disrupters that are causing distributors to rethink their approach to technology, business processes, and customer experience.
    < br> Member: $260
    Non-Member: $330

  • Facing the Forces of Change: Reimagining Distribution in the Connected World

    This book is the only major research study analyzing the future of wholesale distribution within multiple lines of trade.

    Member: $240
    Non-Member: $310

  • Getting Results From Your Digital Investments

    The adoption of digital tools provides new opportunities. This book provides advice to help you make investments, mobilize people, and ultimately, get results from your digital investments.

    Member: $115
    Non-Member: $145

  • Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors

    This book will help you avoid common mistakes, overcome predictable challenges, minimize frustration and disruption, and achieve more targeted benefits and faster business results.

    Member: $115
    Non-Member: $145

  • INNOVATE! How Successful Distributors Lead Change in Disruptive Times

    Hone your innovation knowledge and abilities. Each chapter of this book includes specific thought processes, action items, and exercises to guide you in your innovation journey.

    Member: $115
    Non-Member: $145

  • ITR Economic Forecast Advisory

    This quarterly economic report, published by ITR Economics, features data specifically for the material handling industry to assist MHEDA members plan for the year ahead.

    Member: FREE
    Non-Member: Not available

  • Leaving Your Comfort Zone: New Insights to Strengthen the Critical Distributor-Manufacturer Partnership

    This 15-page white paper, by Rick Wilson of Chicago Strategy Associates, looks at distributor–manufacturer relationships, and how these partnerships can be improved and strengthened.

    Member: FREE
    Non-Member: Not available

  • Marketing Plans for Growing Sales

    This newly revised and updated edition will show you how to develop a workable marketing strategy for penetrating accounts and help you take the shortest, most productive path to sales growth.

    Member: $115
    Non-Member: $145

  • Member Directory

    The Membership Directory lists all members of the Association, the Association Bylaws and other information you will use almost daily.

    Member: $60.00
    Non-Member: Not available

  • Mergers and Acquisitions for Distributors: Expert Advice for Buyers and Sellers

    For buyers and sellers of distribution businesses, this book will help navigate the merger and acquisition process.

    Member: $115
    Non-Member: $145

  • On-Boarding Program Template

    This fully customizable Excel spreadsheet will help you establish an internal on-boarding program so you can hire, train and maintain the best workforce possible!

    Member: FREE ($2,500 value)
    Non-Member: Not available

  • Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line

    There are 47 best practices in this book that all were developed from actual experiences of 84 real wholesale distribution firms across our industry.

    Member: $195
    Non-Member: $245

  • Optimizing Human Capital Development: A Distributor's Guide to Building Sustainable Competitive Advantage Through Talent Strategy

    This comprehensive, evidence-based guidebook maps out a pathway to achieve business excellence by maximizing your human capital potential. Includes over-sized wall map.

    Member: $245
    Non-Member: $310

  • Pricing Optimization: Striking the Right Balance for Margin Advantage

    Forward-thinking wholesaler-distributors who strive for above-average returns by leveraging pricing optimization best practices that are rooted in sound analytics must read this study!

    Member: $145
    Non-Member: $180

  • Profit Myths: The Truth About Sales, Margins, Inventory, and Expense

    This book, by Al Bates, has one overall goal—to change the way distribution managers think about their businesses. Also included is an Excel file to enter data specific for your firm.

    Member: $115
    Non-Member: $145

  • Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution

    This first-of-its-kind, best practices study focuses on aligning customer needs, sales force priorities and wholesaler-distributor objectives to maximize value creation.

    Member: $230
    Non-Member: $290

  • Strategic Planning for Distributors: Execution Isn't Everything-It's the Only Thing!

    This book by Brent R. Grover provides you with 11 proven best-practice strategy steps to apply as you run your business in a rapidly changing competitive environment.

    Member: $115
    Non-Member: $145

  • Strategic Pricing for Distributors

    This book by Brent Grover is a combination of business novel and guidebook with real-world lessons for distribution managers. It will show you how to gain control over your pricing function.

    Member: $115
    Non-Member: $145

  • Strategies, Tactics, Operations for Achieving Dealer Excellence and Readers Guide

    In 564 pages, Walter McDonald provides in-depth insight into how dealers can build a sustainable strategy and structure their organization to win and keep winning.

    Member: $146.25
    Non-Member: $196.25

  • The Future of Selling: The End of Sales as We Know It

    This set of nine volumes and two DVDs is an exciting vision of how sales is rapidly changing from conventional wisdom, and tips on how to prepare for the future.

    Member: $165
    Non-Member: $210

  • The MHEDA Journal Subscription

    The quarterly MHEDA Journal is filled with industry related news, information, and features such as member profiles, sales success stories, technology advisory, and money matters.

    Member: FREE
    Non-Member: $40/year

  • The REAL Profit Drivers: Managing the CPVs

    For the first time, it’s possible to use empirical information to determine what actually drives profitability in wholesale distribution.

    Member: $115
    Non-Member: $145

  • Transforming Data Into Action

    This book shows you how to assimilate information to optimize decisions and arm your sales force to sell more productively and more efficiently.

    Member: $115
    Non-Member: $145

  • Triple Your Profit! Stop Being a Profit Soldier and Start Being a Profit Winner

    Focus on profit, not sales. This book contains proven techniques geared to small wholesale distribution firms that are serious about making more money.

    Price: $45

  • Unlock the Power of Inventory Analytics: Aligning Working Capital to Customer Experience to Maximize Your Bottom Line

    This study, based on 15 years of research, reveals the fundamentals and contemporary practices to help your business design the role of inventory within your firm.

    Member: $145
    Non-Member: $180

  • Value Creation Strategies

    This book provides highly actionable insights about how wholesaler-distributors can use a market-driven strategy to increase enterprise value.

    Member: $115
    Non-Member: $145

  • What's Your Plan? Smart Salesforce Compensation in Wholesale Distribution

    In this book, you will learn what factors matter most in a salesforce pay plan and how to bring them into alignment.

    Member: $115
    Non-Member: $145

  • Workbook and Study Guide for The Master's Program in Dealer Management

    In Book 4, Walter McDonald brings together significant elements of the first three books into a Profitable Dealer Strategy Development and Operations Improvement Program.

    Member: $65
    Non-Member: $95

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