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In The News:

Anthony Pericle

Articles

Sales Force Automation

Ten pitfalls to avoid during implementation
For the past decade, distributors have been working to automate their sales forces. More have failed than have been successful. This article examines why these projects have not delivered on the promise of increased ...
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The Pricing/Value Equation

Company raises gross margin through disciplined programs
Editor's note: This case study is one of several case studies from the book, Price for Success, A Practical Guide for Improving Margins in Wholesale Distribution, a resource guide on pricing for distributors interested in ...
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Case Study: A Margin Optimization Project

This publicly traded company wanted to improve and maintain high margins. Based on research of pricing processes, existing tools and actual margin performance across product lines, the company field-tested and then rolled out a process ...
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A Flexible Pricing Model

Laird Plastics adopts regional system to stay aggressive
Editor's note: This case study is one of several case studies from the book, Price for Success, A Practical Guide for Improving Margins in Wholesale Distribution, a resource guide on pricing for distributors interested ...
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Better Margin Customers

Company shifts segments to focus on higher margin opportunities
This distributor serving the hospitality industry has deployed the same basic pricing strategy for the past 30 years. It has had to overcome significant internal and external challenges to survive and grow. Here are ...
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Better Margin Management

Company 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 ...
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