Auto Service World
News   February 28, 2010   by Auto Service World

Distributor Best Practices Consortium Announced

The Council for Research on Distributor Best Practices (CRDBP) has announced its 2010 research consortium on the topic of Optimizing Distributor Growth and Market Share.

Under the leadership of Dr. F. Barry Lawrence of Texas A&M University, the Optimizing Distributor Growth and Market Share Research Consortium will be a collaboration of distributors and manufacturers to develop practical tools that can be used by their companies to increase sales and market share despite the challenging economy. This 2010 consortium follows on the success of the 2009 Research Consortium on Sales and Marketing Optimization.

According to Dr. Lawrence, “A 1.5-day educational session will be developed for consortium members based on the knowledge we gain regarding growth and market share best practices. Distributors and manufacturers who go to market through distributors should join this consortium. “

The Optimizing Distributor Growth and Market Share Research Consortium will provide value to participating wholesaler-distributors by allowing each participating company to:

–Determine how to enter new markets and/or acquire competitors.

–Learn how to optimize acquisitions and new territories by integrating them into its network.

–Optimize new product introductions in alliance with suppliers and market needs.

–Examine a scientific approach to expand and gain control of new and existing


–Optimize its “footprint” of investments for serving desired markets.

–Learn how to optimally allocate customers to operations and sales force activities.

–Develop metrics to manage risk on new markets, infrastructure, and new product introductions.

According to Ron Schreibman, Executive Director of the NAW Institute, “We are especially pleased to partner with Texas A&M again on another important distributor consortium. An NAW Institute for Distribution Excellence/Texas A&M University research consortium is an economical way for wholesale distribution executives to bring leading-edge best practices back to their companies for implementation ahead of general industry usage. This creates competitive advantage for consortium participants.”

Consortium members will receive all tools created to complete the study, assessment methodologies, and best practices; receive 20 free seats in Texas A&M Educational Programs—valued at more than $35,000.

Go to to learn more about the CRDBP and the 2010 consortium.

The membership fee per company in this consortium is US$25,000. The registration deadline is May 1, 2010.

Texas A&M University will also host four free Webinars to introduce the Optimizing Distributor Growth and Market Share Consortium to interested wholesaler-distributors who want to learn more. The Webinars are scheduled for March 1, March 22, April 26, and May 20. To register, please contact Metrisa Gonzalas ( at Texas A&M University Industrial Distribution Program or call 979.845.4984.

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