By John Gunderson – epaCUBE The B2B distribution business is experiencing one of the heaviest cost increase periods in years. The cost of steel, copper, wood, and much more is climbing fast and when you couple that with supply chain issues it has created a perfect storm of cost increases from your suppliers. This inflationary…
Details2021 B2B Distribution Pricing Survey Download the annual pricing survey completed by thousands of B2B Distributor sales facing associates (Outside, Inside and Counter Sales) since 2014. Learn what distributor sales teams feel is a fair price, how competitive is their pricing vs the competition, how involved their leaders are in the pricing decision process, and…
DetailsB2B Distributors biggest pricing challenge is managing Customer Contracts and Customer Specific Prices (CSP’s) It is not easy to manage contracts and CSP’s, because you have a very complex mix of a huge number of contracts, with thousands of individual item prices, that encompass hundreds of different manufacturers. I have been on distribution pricing teams…
DetailsWebinar: 3 Tips for Managing Supplier Price Increases on Customer Contracts and CSP’s In this webinar, we share some tips on how to organize your contracts more effectively and use that data to work with your suppliers and end customers to maintain margin and grow top-line sales. If you are ready to take the next…
DetailsHere are six simple changes you can make right now that lead to higher profits in your company.
DetailsWith epaCUBE, sale rep objections are nonexistent because you make your price changes based on real data from careful customer segmentation using your own knowledge of your customers, products and competition. Sales reps trust your pricing because it is right.
DetailsThere seems to be a lot of anxiety in wholesale distribution, particularly as wholesale distributors are among the first to be impacted. Depending on the lines of business you serve and the volume of trade affected by tariffs in your industry, tariffs will undoubtedly force you to reevaluate your pricing and profitability.
DetailsPricing is probably the most important aspect of your customer relationship. Yet surprisingly, many distributors approach pricing as an afterthought. Pricing influences your brand, your profitability, your share of wallet and competitive position. Who on your team is in charge of your pricing strategy?
DetailsYour Segments Are Your Strategy Customer segmentation is more than just nominal grouping and categorization. If you approach your customer segmentation correctly – with real, profit-driving behavioral data – your customer segmentation becomes a blueprint for driving success throughout your organization. Your segmentation is a major part of your go-to-market strategy. When done right, segmentation…
Details6 Simple Changes That Lead to Higher Profits When I tell distributors I meet that our customers are making 2% to 4% or more gross profit improvement through price optimization, they sometimes respond that price optimization sounds too hard for them. Sometimes they think that it just isn’t possible in their business. Maybe price optimization…
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