NAW Certificate in Distribution Professional Management: Session 2                       4.5 Days

The NAW Certificate in Distribution Professional Management is a breakthrough program that offers three separate, one-week, on-campus sessions.  Optimizing Distributor Profitability, Generating & Managing Growth and Distributor Capability Development.  These sessions are designed to help companies retain and develop their key employees.  This is an ideal program for managers who seek to complement their professional development.  While sessions may be taken individually, participants must attend all three sessions to earn their certificate.

Professional Sales Certificate: Value Based Process Development                            2.5 Days

This program is designed to help move participants from a transactional sale—in which features and benefits are presented with little or no regard for the specific needs of the customer/prospective customer—to a solution-based sale—in which a salesperson engages the customer/prospective customer in a conversation. The purpose of this conversation is to determine the specific needs of the customer/prospective customer prior to presenting the salesperson’s products and services as a solution to the needs discovered.

Advanced Sales Management                                                                                          2.5 Days

This course focuses on aligning customer needs, sales force priorities, and wholesaler-distributor objectives to maximize value creation. This course speaks to the critical business issues all companies face in leading and growing their organizations. As the economy continues to struggle, there is no more important time than right now for distribution management teams to attend this program.

Optimizing Business Analytics                                                                                        1.5 Days

A 2‐day executive education program, offered by TJR Center for Distribution Research and Education, Texas A&M University.

Executive Session on Distributor Competitive Advantage                                              3 Days

If you are planning to set your firm on a sustainable profitable growth journey while sharpening competitive advantage in your marketplace, this program provides you a blueprint to achieve the same. If you are not planning to grow your firm above-average industry growth, this program content may not align with your strategic intent.

Distribution Human Capital Development                                                                          2 Days

This program is designed to help distributors develop a competitive advantage through human capital development. Making human capital a competitive advantage for organizations is a long-term process that requires a clear vision, holistic thinking, strategic planning, carefully crafted strategies and multi-party collaborations. This course is based on the Optimizing Human Capital Framework and produced as a result of a two-year applied research and extensive fieldwork. The research efforts generated a diverse set of best practices that focus on five key Talent Practices.

Intensive Inventory Management                                                                                        4 Days

This program deals with STOCK processes such as inventory stratification, forecasting and replenishment. You’ll get hands on experience performing inventory stratification, analyzing demand patterns, applying various forecasting methods, evaluating forecast error to choose the best method, deciding ‘what to order?’ and ‘how much to order?’

Pricing Optimization                                                                                                          1.5 Days

Forward-thinking wholesaler-distributors who strive for above-average returns in the “New Normal” by leveraging pricing optimization best practices that are rooted in sound analytics must attend this course. It’s time for distributors to up their game on pricing. The issue of margin erosion will never end if you do not get creative—first with pricing methods, and second with value proposition.

NAW Micro Degree: Leading Change Innovation and Accelerating Implementation    4 Days

This five-month project-based, leadership development program is designed for high-potential leaders to develop the soft skills required to lead project management and successful implementation.  Project leaders will take the skills they learn and apply them to projects at their own companies.  They will learn how to get buy-in for the project, manage different personalities, develop leadership & implementation skills, and better identify their challenges.  Support provided with check-ins once a month by the Texas A&M subject matter expert.  Participants attend a 3-day on-campus program at Texas A&M, followed by online guidance and project check-ins as described above. Participants will again meet on campus for one day at the conclusion of the five-month program for project presentations.