Acme Supply Company (company name changed) is a small, regionally based distributor of industrial, construction, safety and janitorial supplies. With revenues under $15 million, Acme serves its clients with a direct sales team of five outside sales representatives and four-and-a-half internal representatives.
Acme's guiding strategy for profitability and long-term success had been to focus its time and resources on driving top-line revenues through its direct salesforce. Acme's president was involved in the company's sales and pricing activities and managed the company's pricing matrix. However, Acme sales representatives had authority to deviate from the company's flexible pricing matrix to win business, and the president realized that growing revenues ...