As customer bases shift, competition intensifies and commodity prices seesaw, it's more crucial than ever for distributors
to maximize profitability by magnifying the value they provide for their customers and not competing on price alone. Increasing
prices by 1 percent without hurting volume can improve profits as much as 11 percent, according to one pricing consultant.
Distributors looking to boost profitability and refocus on value should analyze and redesign their pricing strategy.
If a sales force is out negotiating deals, there's very little control. They come back and say, & lsquo; I've
got a deal at $90. I know our price is $100, but if we don't give them $90 we won't get the deal.'And everyone feels as if
they are being held for ransom, says ...
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As customer bases shift, competition intensifies and commodity prices seesaw, it's more crucial than ever for distributors
to maximize profitability by magnifying the value they provide for their customers and not competing on price alone. Increasing
prices by 1 percent without hurting volume can improve profits as much as 11 percent, according to one pricing consultant.
Distributors looking to boost profitability and refocus on value should analyze and redesign their pricing strategy.
If a sales force is out negotiating deals, there's very little control. They come back and say, & lsquo; I've
got a deal at $90. I know our price is $100, but if we don't give them $90 we won't get the deal.'And everyone feels as if
they are being held for ransom, says ...
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