May 2006                  return to the newsletter contents page

Breakthrough Book and Map from Deloitte and DREF Help Distributors Jump-Start New Initiatives and Reenergize Existing Programs

After three years in the making in a $2 million research project, Driving Growth and Shareholder Value: The Distribution Value Map™ is launched by Deloitte Consulting LLP and the Distribution Research and Education Foundation (DREF). To order Driving Growth and Shareholder Value: The Distribution Value Map™, visit http://www.naw.org/dvm or call NAW at 202-872-0885.

At last, distributors across all lines of trade can use the Distribution Value Map™ (DVM) in their efforts to reenergize existing programs or jump-start new initiatives. The value map framework has been tested and put to use—it works!

As an $8+ trillion dollar global industry, wholesale distribution is a vital contributor to the world and U.S. economy. A first-of-its-kind book for the industry, Driving Growth and Shareholder Value: The Distribution Value Map™ provides a practical framework and literally hundreds of provocative, actionable ideas for distributors to consider in their efforts to drive revenue growth, profitability, and shareholder value in a competitive economy.

The DVM and companion book—a dynamic and interactive combination of tools—have been developed by Deloitte Consulting LLP specifically for the distribution industry. No matter the line of trade, these are accessible, content-rich resources that will help distributors debate ideas and priorities for their organizations, refine their strategies, and plan and execute their tactical performance improvement efforts. These materials are specially developed to help distributors:

• define how to achieve their objectives

• challenge conventional thinking about what drives value for their organization, their customers, and their suppliers

• develop key capabilities and skills

• better serve their customers—and their customers’ customers

• determine what to measure and why.

Says Mark Kramer, CEO, Laird Plastics, Inc., “As an early adopter of the Distribution Value Map, we have put it to use in multiple settings from business planning with our top leadership to training in the field. If you visit one of our centers across North America you’ll find a copy of the DVM on the wall. The comprehensive breadth and depth of the map help us remind ourselves why we’re in business and define our unique value proposition for each and every customer.”

Authors E. Neil Gholson and Mark T. Schloegel weave into the book a number of real-world situations relevant to executives and managers at distributors of all sizes. Distributors will find case studies that link theory with practice, action steps that offer concrete suggestions about “how to get started,” and performance indicators that prompt distributors to reflect on their scorecard. The DVM also provides a backdrop for communication (e.g., about what distributors do and why they do it) with leadership teams, associates, investors, and key stakeholders.

Suppliers and customers working with distributors can also tap these premier resources for insightful perspectives on distributors’ roles in the value chain. These materials are designed to assist in efforts to jointly reduce waste, synchronize the supply chain, and deliver customer value.

Driving Growth and Shareholder Value: The Distribution Value Map™ and other products published by DREF are available at www.nawpubs.org.