Strategic Pricing: Improve Your Bottom Line With Many Small Wins

How does your organization determine its pricing? Not that long ago, most distributors left pricing in the hands of their sales managers or even just with the sales reps. They decided what to charge for all products and services, and we often paid them commission as a percentage of gross profit. Today, with fierce competition from companies like Amazon and …

Taking a Holistic Approach to Improving Wholesale Distributor Profitability

Your organization is greater than the sum of its parts. Rather than thinking in terms of tactics and silos, shift to a broader, more strategic approach to truly unlock your company’s potential. At Evergreen Consulting, we believe in taking a holistic approach to improving wholesale distributor profitability. Our thought process brings three core strategies to your company designed to hone …

How to Turn a Common Pricing Problem into Newfound Profits

During the recession, Mahoning Supply, an imaginary industrial distributor with $50 million in annual sales, faced an all-too-familiar problem. Year-to-year sales were off, and the company was in danger of breaching its bank loan covenants. The bank was worried that projected cash flow would barely cover the required payments. Management at this imaginary, but not atypical, distributor made two obvious …

Make Order Out of Pricing Chaos

The pricing world for distributor sales representatives is chaotic. They must make most pricing decisions on their own, under intense time pressure, and with little or no market pricing information. Whatever competitive pricing information they do have is provided by their customers. The reps’ pricing decisions depend on the product cost and hunches about competition. Sometimes the reps need pricing …

Pricing Disruption in Distribution

Pricing Disruption in Distribution | What Distributors Need to Know

Pricing disruption in distribution is at an all-time high. You have to defend yourself, but be sure you’re defending yourself with the right strategies. For example, would your customers continue to order from you if they had no one available to help them? If you didn’t have the products they need? According to retail expert Guru Haraharan, that’s just what …