Brent Grover Publications

	The Official Guide to Wholesale Distributor Financial Success, to be published November 2007 by NAW Institute for Distribution Excellence, National Association of Wholesaler-Distributors (Washington). The Official Guide, Brent's newest project as an NAW Institute Distinguished Fellow, is a definitive 3-volume set of guidebooks for managing a wholesale distribution business "by the numbers". Each book includes a complete glossary of distribution terms, concepts and ratios. The individual chapters include discussion questions for individual and group learning. Volume 1 - Exploring the Fundamentals of Distribution Volume 1 introduces the basics of wholesale distributor finance to new employees throughout the organization. An ideal training tool, the book provides a "tour" of the various distributor departments, an explanation of distributor financial reports and measurements, and the details of the distributor's "profit engine" - the strategic profit model. Volume 2 - Distributor Manager's Guide to Departmental and Branch Financial Excellence Volume 2 provides each department manager (sales, purchasing, operations, accounting, credit, information systems, human resources and branch management) with real-world concepts and specific action steps for managing the distribution business for profit. Volume 3 - Distributor Executive's Guide to the Art of Top-Quartile Financial Performance Volume 3 is intended for distributor executives and financially minded managers. The focus of the book is management initiatives to reach and sustain an industry-leading return on investment. The chapters cover topics such as strategic planning, financing growth, acquisitions, strategic pricing, the marketing function, quality programs and customer profitability analysis (CPA).
	The Acquisitive Distributor: Acquisition Handbook for Distributors, published by Distribution Research & Education Foundation (DREF), National Association of Wholesaler-Distributors, Washington, 2005. "I have been involved in many distribution acquisitions for public and private companies, both buying and selling, spanning 22 years and two different lines of trade. Brent's work is an excellent primer for the smaller distributor thinking of adopting acquisition as part of a growth strategy and a useful reminder to those of us who have been down the road many times." -Mark W. Kramer, CEO Laird Plastics
	More to the Bottom Line: Customer Profitability Tools for Distributors, published by Distribution Research & Education Foundation (DREF), National Association of Wholesaler-Distributors, Washington, 2004. "Brent Grover is the real deal. No other book to date has so totally and thoroughly looked at running a distribution business for the benefit of all of its stakeholders on the basis of customer profitability. If you have the leadership curiosity and will, then Brent's book will provide you with new strategic insights that will help you reshape your systems, people, education and, finally, your incentives." -Bruce Merrifield, President Merrifield Consulting Group "The most compelling and helpful book I've ever read on how to be a high-profit distributor." -Harry Singer, CEO Arrow Distribution
	Outlook 2006: An Executive's Companion to Facing the Forces of Change, published by Distribution Research & Education Foundation (DREF), National Association of Wholesaler-Distributors, Washington, 2005. "Don't read this book unless you are willing to change how you think about your business and its future." -Mark W. Kramer, President and CEO Laird Plastics "OUTLOOK 2006 is powerful distribution-specific advice on the latest industry trends." - Julie Copeland, President and CEO Arbill Industries, Inc.

	Sick from Eating Low-Hanging Fruit? Consider Strategic Pricing, Modern Distribution Management (MDM) - August 16, 2007 Brent Grover's article argues that distributors who have addressed most of their management challenges, and are still unhappy with the profitability, need to consider a totally new approach to the way they set and manage selling prices. Distribution M&A 2007 Update: More Buyers, New Drivers in U.S. and Overseas, Modern Distribution Management (MDM) Audio Conference - May 17, 2007 (transcript and CD recording published June, 2007) This audio conference, presented by Brent Grover along with Jim Miller of Vetus Partners and Tom Lange of Robert W. Baird & Co., is an update of the popular 2006 program. The conference call addressed current issues in wholesale distribution industry mergers, and correctly foretold the slowdown in activity later in the year. Succession Planning: Leaving Your Business Better, Modern Distribution Management (MDM) Audio Conference manual - June 21, 2007 (transcript and CD recording published July, 2007) This unique conference presented a panel discussion, moderated by Brent Grover, about ownership and management succession for wholesale distributors. The panelists (both Evergreen clients) were Julia Klein of C.H. Briggs (Reading, PA) and Rick Rogers of B.W. Rogers Co. (Akron, OH) - two highly successful multi-generational distributors. Beyond the HD Supply Factor, Modern Distribution Management, May 25, 2007. Succession Planning: What's Next?, Modern Distribution Management, September 10, 2006. Strategic Planning for Distributors (Part II), Modern Distribution Management, July 25, 2006. Strategic Planning for Distributors (Part I), Modern Distribution Management, July 10, 2006. Navigating the Distribution M&A Landscape, Modern Distribution Management, May 10, 2006. What Sellers Should Expect (Part II), Modern Distribution Management, June 25, 2005. What Sellers Should Expect (Part I), Modern Distribution Management, June 10, 2005. How to Build Service Value Propositions, Modern Distribution Management, January 25, 2005. Six Questions to Ask Your Banker, Modern Distribution Management, July 10, 2004. How To Segment Customers, Modern Distribution Management, April 10, 2004. Think About Your Customer Portfolio, Modern Distribution Management, March 25, 2004. Your Family Business - Not for Sale at Any Price?, Modern Distribution Management, August 10, 2002.