2021 B2B Distribution Pricing Survey

2021 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…

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Turning Tariffs and Other Cost Increases into an Opportunity

There 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.

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Your Segments Are Your Strategy

Your 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…

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6 Simple Changes That Lead to Higher Profits

6 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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Video: Introducing epaCUBE Contract Manager

 Video: Introducing epaCUBE Contract Manager Distributors relay on pricing contracts with customers to land new business and help drive sales with strategic customers. Unfortunately, contract pricing can also be a cause of stagnating profits as pricing is locked in for a period of time. Most distributors have no way to evaluate their current contracts…

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