Pricing 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? … Read More
price management
6 Simple Changes That Lead to Higher Profits
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. … Read More
Who is in Charge of Pricing?
Pricing influences your market share, your share of wallet with individual customers and the profit of each individual product you sell. But who is in charge of pricing in your organization? Are you certain that all of your teams are … Read More
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 … Read More