SEDA Safety Scene Online
November 2002
FACING THE FORCES OF CHANGE 2003
NAW has just published Facing the Forces of Change OUTLOOK 2003—an all-new guide to wholesale distribution business success in 2003. It is a companion book to NAW/DREF's Facing the Forces of Change: Future Scenarios for Wholesale Distribution report that was published in the fall of 2001.
In this piece, Adam J. Fein, Ph.D., of Pembroke Consulting and his hand-picked team of expert contributors dig deeply into 10 crucial business challenges, providing specific recommendations to help you survive, prosper and excel through 2003.
- INTRODUCTION: The Forces of Change Remain: Adam J. Fein, Ph.D., Pembroke Consulting
- Consolidation trends: James Mulick of Ameridan Resources
- Pros and cons of fee-based services: Mark Dancer, Pembroke Consulting
- Changing manufacturer-distributor relationships: Brian Reynolds, Texas A&M University
- The value of marketing: Michael Marks, Indian River Consulting Group
- Why your salesforce must change: Dave Kahle, The DaCo Corp
- Six models for salesforce allocation and pay: Scott Benfield, Benfield Consulting
- Problems with chasing business at any price: Joe Salimando, EJF Enterprises
- Managing communications with channel partners: Reed Stith, IDC3
- E-commerce in a changing economy: Roger Blackwell, The Ohio State University
- Specialized business technology requirements: Steve Epner, BSW Consulting
Throughout, the emphasis is not on theory but on practical steps to ensure real growth in this ever-changing and unpredictable business climate. Facing the Forces of Change Outlook 2003 demonstrates how you can take positive action for 2003, starting now.
Members of SEDA can purchase the 120 page book for $69.95 at the NAW web site at www.nawpubs.org, or by linking through the SEDA website, www.safetycentral.org.