“Building Value for Wholesalers” available now from Benfield Consulting
After five years of
combined research and field experience, Benfield
Consulting offers its latest book.
After five years of combined research and field experience, Benfield Consulting offers its latest book, “Building Value: Driving Wholesaler Returns Through Strategic and Tactical Investment". The goal of the book is to help wholesalers reach sustainable and well-above average earnings streams that drive the market value of the firm.
This book is supported by years of research and field work in the wholesale sector using a new approach to driving value. The book's timing is prescient as many wholesale firms are seeking to sell out or are under earnings pressure from shareholders. Far more than a rehash of current wholesale practice, the concepts and examples in the book have been called "revolutionary in contrast to the time-tested principles utilized in distribution..." and "a new look at an old industry."
Why value is not a construct
and how top Fortune-rated companies use a value approach that is superior to
financial accounting measures.
How wholesalers can use a
new financial return concept of Transaction ROI to drive value.
How financial accounting and
accounting ratios including rewarding sellers on margin dollars have a greater
chance of destroying value than creating it.
How most cost-to-serve
models fail modern day standards, give misleading information and what
wholesalers need to know to have a valid cost-to-serve model.
Why only three of seven
acquisition strategies typically improve shareholder value.
How to discount prices using
transaction size and type of transaction and accurately estimate contribution
to operating profit.
How to use e-commerce and
e-solicitation models to win sales from customers with lower price points but
higher contributions to operating profit.
How sales territories can be
restructured using value measures including transaction profits and transaction
ROI plus sales and margins to reduce long run sales costs by up to 30%.
How wholesalers over-serve
customers, destroy value, and what to do to match services the customer's
ability to pay for them.
These concepts and much more are available as the book explores the facets of value and uses a mock wholesaler, Hobart Supply, to fully illustrate how value is generated through acquisitions, new models of business, transaction economics.
This is our sixth book for wholesalers and we believe our best. We were the first channel consultancy to bring forth books on pricing and fee based services for wholesalers and our belief is that "Building Value..." is our finest work.
You can read our white papers from the book, The Battle for Capacity, Destroying Value with Sales Compensation, and Follow the Value Streams at our home page at at www.benfieldconsulting.com.
Order your copy today at http://www.benfieldconsulting.com/New_Book.html
Source: Benfield Consulting
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After five years of combined research and field experience, Benfield Consulting offers its latest book, “Building Value: Driving Wholesaler Returns Through Strategic and Tactical Investment". The goal of the book is to help wholesalers reach sustainable and well-above average earnings streams that drive the market value of the firm.
This book is supported by years of research and field work in the wholesale sector using a new approach to driving value. The book's timing is prescient as many wholesale firms are seeking to sell out or are under earnings pressure from shareholders. Far more than a rehash of current wholesale practice, the concepts and examples in the book have been called "revolutionary in contrast to the time-tested principles utilized in distribution..." and "a new look at an old industry."
Topics of interest include:
These concepts and much more are available as the book explores the facets of value and uses a mock wholesaler, Hobart Supply, to fully illustrate how value is generated through acquisitions, new models of business, transaction economics.
This is our sixth book for wholesalers and we believe our best. We were the first channel consultancy to bring forth books on pricing and fee based services for wholesalers and our belief is that "Building Value..." is our finest work.
You can read our white papers from the book, The Battle for Capacity, Destroying Value with Sales Compensation, and Follow the Value Streams at our home page at at www.benfieldconsulting.com.
Order your copy today at http://www.benfieldconsulting.com/New_Book.html
Source: Benfield Consulting
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