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W.W. Grainger Inc.’s new web pricing strategy was launched to reverse unfavorable market share trends Grainger experienced in certain market segments in recent years, but it also had the side effect of driving down the company's margins for the short term. This series analyzes the results of the strategy so far and the challenges Grainger faces in implementing its pricing approach. It also offers tips for how other distributors can improve their pricing strategies in the internet age.
Articles included in this special report:
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