B2B 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…
Webinar: 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…
Dallas 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.…
Pieces 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…
You Must Own Your Own Segments and Pricing Strategy Many distributors are confused regarding a fundamental question: should I optimize pricing internally, or utilize an outsourced pricing service? Both options offer enough benefits to warrant further attention from the savvy executive. But either way, you must own the responsibility for the results of your segmentation…
