For those who aren't satisfied or are still looking for some improvement in how they price, Evergreen Consulting's Brent Grover believes now may be a good time to make a change. In fact, even top-performing distributors can do better. Here's how.
Brent Grover of Evergreen Consulting recently spoke with MDM about the importance of the concepts outlined in his latest
book, "Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins." Grover writes that strategic
pricing can result in an increase of 200 or more basis points (2 percentage points) of gross margin percentage.
"It's far more dramatic than slashing the staff or reducing sales commissions," he tells MDM.
This article looks at why now is a good time to implement a new pricing strategy and analyzes the importance
of two key aspects: the sales team and technology.
Grover's book, written as part fable
featuring the fictitious Mahoning Distributors, and part practical guide, was released by the National Association
of Wholesaler-Distributors ...