The National Association of Wholesa

The National Association of Wholesaler-Distributors (NAW) addresses the importance of this level of service in its newly-published book, “Facing the Forces of Change: Reimagining Distribution in a Connected World.” The book is actually a report on NAW’s latest research about the business climate its members face. The last chapter of this book states that services continue to be of extreme importance to wholesaler-distributors when it comes to creating meaningful, sustainable points of differentiation among a widening array of competitors. It comes down to embracing a consultative, value-based sales approach.