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Barry Lawrence

Program Coordinator, Industrial Distribution Program

Speaker's Fee Range : Contact SpeakInc for Fee
Travels From :   TX

  Topics

Leadership Education Management Sales Retail Technology / IT

  Barry Lawrence Profile

Dr. Barry Lawrence holds the Leonard and Valerie Bruce Leadership Chair, the Program Coordinator of the Industrial Distribution Program, Director of the Thomas and Joan Read Center, and Director of the Global Supply Chain Laboratory at Texas A&M University.

As a faculty member of the Industrial Distribution Program he is involved in graduate, undergraduate, and professional continuing education teaching activities, funded research projects, publications and industry presentations. His teaching activities surround classes in manufacturer/distributor relationships, Supply Chain Management, distributor profitability, and distribution strategy.

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Barry Lawrence Profile
Dr. Barry Lawrence holds the Leonard and Valerie Bruce Leadership Chair, the Program Coordinator of the Industrial Distribution Program, Director of the Thomas and Joan Read Center, and Director of the Global Supply Chain Laboratory at Texas A&M University.

As a faculty member of the Industrial Distribution Program he is involved in graduate, undergraduate, and professional continuing education teaching activities, funded research projects, publications and industry presentations. His teaching activities surround classes in manufacturer/distributor relationships, Supply Chain Management, distributor profitability, and distribution strategy.

He is a frequent speaker for distribution associations, buying groups and companies on topics ranging from distributor profitability, distribution growth & market share, pricing optimization, inventory asset management, sales and marketing optimization, global distribution, and numerous other topics.

Dr. Lawrence is a fellow of the National Association of Wholesaler Distributors (NAW) institute and the author of ten books on distributor competitiveness. Dr. Lawrence holds a Ph.D. in Information and Operations Management from Texas A&M University, an M.B.A. from Texas State University and a B.B.A .in Finance from University of Texas at Austin. He has more than 10 years of industry experience in sales and retail business before joining Texas A&M.

  Barry Lawrence Talk Titles

Optimizing Distributor Profitability:

Optimizing Distributor Profitability:
Best Practices for Improving Return on Investment
Customers want lower prices but higher service levels. Suppliers want those needs met but not at their expense. Distributors have been experiencing margin squeeze for years through lower prices and higher cost to serve and have been trying to cope by lowering costs to deliver more effective pricing. Many best practices have varying impacts on Earnings Before Interest and Taxes (EBIT) and Return on Investment (ROI). ROI has been improved through reducing asset investment. For the aftermarket, this means reducing working capital while improving customer service. What is not always clear is what the ROI is on many best practices, which give the best return, and how those processes interact. This session will demonstrate the impact of best practices on EBIT and ROI. The results from a recent Texas A&M study that demonstrated that distributors can double EBIT and triple ROI will be revealed along with case studies results from actual distributor implementations.

Sales & Marketing Optimization

Sales & Marketing Optimization
Driving Growth and Market Share
Best practices associated with selling the right business include products and services to customers with a low cost to serve and good margins. These best practices are still not mature in most distribution channels. Distributors still new to marketing and sales practices have only evolved slowly. This session reports results from Texas A&M's Global Supply Chain Laboratory and the NAW Institute for Distribution Excellence research consortium study that brought together 20 best in class companies to identify emerging best practices and codify proven ones in sales in marketing. The study involved multiple distribution channels providing raw materials to Original Equipment Manufacturers, Maintenance Repair and Operations for aftermarket and retail environments, and a variety of sales and marketing for construction environments. We examine the sales and marketing process from strategic planning, to targeting customers, and finally interacting with those customers. The principal customer touch systems (business development, marketing communications, pricing and sales force management and development) best practices are explored with real case studies from cutting edge firms.

  Topics

Leadership Education Management Sales Retail Technology / IT

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