Why Distribution CFOs Are Turning to Price Optimization Financial executives in distribution companies are looking at price optimization for many reasons. Many are concerned about margin erosion in competitive markets. Some worry that their company is not maximizing inducements like rebates, discounts, payment terms and more. Customer-centric CFOs are concerned that the lack of…
DetailsWhy Distribution CEOs are Focusing on Pricing Your first goal as a CEO is to drive shareholder value through consistent growth in profitability. Most distribution CEOs focus on three areas to drive profitability. Successfully procuring in-demand products that you can price profitably to your markets. Drive more profits from existing operations Expand business with current…
DetailsDallas Business Journal Features epaCUBE in Article About the Amazon Threat to Distribution A big thanks to Brian Womack of the Dallas Business Journal for featuring epaCUBE in an article about the threat the distribution industry faces from Amazon.com. If you’re in the distribution industry, you are already tuned into Amazon’s encroachment into B2B procurement.…
DetailsWhy Pricing Matter Now More Than Ever 60% of wholesale distributors are looking at adding price optimization over the next few years. Why now? Pricing and better segmentation are the fastest and most effective way for a company to boost profits. According to Harvard Business Review, pricing represents one of the most powerful—and often overlooked—opportunities…
DetailsPricing Optimization Isn’t Always About Raising Prices Are you losing business because you’re pricing products too high? Price optimization isn’t always about raising prices, it’s about offering the right price to the right customer at the right time to win the business. Many distributors have essentially no segmentation of their customers and can only offer…
Details7 Pricing Mistakes Great Distributors Never Make With relatively small gross profit percentages, distributors seem more focused on best practices in profitability than companies in other industries. Distributors are constantly seeking advice on what is working well in other companies and trying to emulate it in their own businesses. They say that imitation is the…
DetailsYour Price is Too High What do you do when your customer complains to you “Your price is too high?” If you’re like most distributors, your sales reps have no way of knowing what the real market price of your products should be. They rely on their own previous experience and their most vocal customers…
DetailsA Sneak Peek at How We Help You Find New Sales Opportunities The algorithms built into the epaCUBE Sales Opportunities module use segmentation data to compare the purchasing behavior of similar customers. Many distributors group their customers in generic segments like industries served or annual revenue. Unfortunately, this level of grouping may not go deep…
DetailsProper Segmentation Unlocks the Door to New Sales Opportunities Most distributors examine their current sales reports to determine if their sales are trending up or down. The better sales people track this data customer-by-customer. Unfortunately, this type of analysis does not help you determine missing share of wallet. If a customer’s rate of sales decreases,…
DetailsPieces of Your Revenue Puzzle When you’re putting the pieces of your revenue plan together, an area often overlooked is increasing your share of wallet with each customer. It’s unusual for a customer to buy most or all of their products from a single distributor, but how do you get them to buy more from…
Details
