The fifth volume in the continuing series of leadership interviews on audio compact disk from the National Association of Wholesaler-Distributors' (NAW) Distribution Research and Education Foundation (DREF) spotlights a distributor's commitment to knowing and understanding the customer.

In this newest two-disc volume, “The Power of Knowing Your Customer,” Randall W. Larrimore, recently retired president and CEO of United Stationers, a leading distributor of office products, encourages listeners to:

• Know your customer's market

  “Customers sometimes hate negotiating with us because we may know more about the market and cost structure than they do.”

• Help your customer sell

  “It's not just about having our customers buy from us; it's about helping our customers sell more product…which means we sell more product.”

• Think like your customer

  “Begin every decision with the phrase, ‘If I were the customer…’”

DREF's “Profiles in Wholesale Distribution Leadership” CD series began with Stephen P. Kaufman, chairman of the board, Arrow Electronics. Volume Two showcases Chuck Steiner, recently retired chief executive officer, Rexel-Branch Electric Supply. The third volume in the series gleans words of wisdom from John Woodhouse, recently retired chairman of the board, Sysco Corp. The fourth volume features Mike McClelland, recently retired president and CEO of home-improvement products distributor Do it Best Corp. All five volumes can be ordered as a set at a discounted price.

In producing this series, DREF employs an “oral history” approach. Listeners feel as though they're in the office of a true thought leader, engaging him in a no-holds-barred give-and-take.

The interviewer, J. Michael Marks, is managing partner at Indian River Consulting Group, Melbourne, Fla. (www.ircg.com), which consults to wholesale distribution firms.

For pricing and order information, visit NAW's publications Web site at www.nawpubs.org. Or call Jamie Yeh at (202) 872-0885.

It's easy to have your company included in the pages of Electrical Wholesaling's Bulletin Board. It's as simple as submitting a description and photographs.

Some of the subjects covered in Bulletin Board include:

• Charitable Events/Donations
• Product Promotions
• Contests
• Distributor Support/Training
• Ground Breakings
• Industry Awards/Recognitions

Send pertinent information to Sarah Tobaben Dolash, Managing Editor, 9800 Metcalf Ave., Overland Park, KS 66212. Or you may e-mail information to sdolash@primediabusiness.com. All electronic photos should be in “jpg,” “tif” or “eps” format at no less than 300 dots per inch. Questions? Call (913) 967-1796.

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