Maximizing Working Capital Performance for Distributors

Maximizing Working Capital Performance for Distributors 

Available on-demand

Distributors have historically employed conservative financial practices. That means they have had a strong working capital position. However, accounts receivable and inventory have dominated their current assets.  

As a result, very few distributors are cash rich.  

As long as it is business as usual, with modest sales growth, the working capital position of most distributors is not an issue. However, as economic shocks impact performance, distributors must look harder at non-performing inventory and accounts receivable, as well as whether they are using supplier financing effectively. 

In this free on-demand webinar, Al Bates explores working capital performance for distributors in detail. Expect some surprising conclusions. 

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Our Guest

Al Bates

Al Bates has worked in distribution for more than 30 years. For the first portion of his career, he ran The Profit Planning Group, the largest benchmarking business in distribution, which was benchmarking nearly 2,000 companies a year through associations and buying groups. After selling the business, Bates started a think tank called The Distribution Performance Project. He and his colleagues analyze what causes some distributors to succeed and others to stagnate. 


Jonathan Bein,

Managing Partner

Jonathan Bein, Ph.D. has worked with many distributors to make their marketing a profit center. He has developed and applied analytic approaches for customer segmentation, customer lifecycle management, positioning and messaging, pricing, and channel strategy for distributors.

Prior to Distribution Strategy Group, Bein has successfully led and been part of executive management for software product and services companies in information technology, healthcare, and communications.