Driving Profitable Growth: A Distributors Playbook to GenerateManageSustain Competitive Advantage Book uri icon


  • Growth is imperative. Distributors that are not growing are essentially dying in slow motion. Achieving top-line growth is becoming increasingly difficult given today's economic challenges and customer demands. That is why the path to achieving and sustaining profitable growth needs a systematic and dynamic approach. Driving Profitable Growth: A Distributor's Playbook to GenerateManageSustain Competitive Advantage is the first research study in wholesale distribution to examine both public and private firms and uncover a roadmap that addresses the three dimensionsgenerating, managing, and sustainingof profitable growth. At last, distributors have a growth playbook that is based on research and analytics instead of anecdotal information! The research combines rigorous analytics that were collected from a decade of financial data with input from wholesaler-distributors from multiple lines of trade. It reflects the current environment and determines the roadmap to the future. This study speaks to the growth planning and execution issues all distributors face in leading and growing their organizations. There is no more important time than right now for distribution management teams to read this study!

author list (cited authors)

  • Gunasekaran, S., Krishnadevarajan, P., & Lawrence, F. B.

complete list of authors

  • Gunasekaran, S||Krishnadevarajan, P||Lawrence, FB

publication date

  • January 2015