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The Art of Executing
Strategic Pricing (September 2009)
This article looks at the roles of each part of the organization in strategic pricing. Running a complex "play" like strategic pricing requires all functions to work in concert.
for Better Pricing (July 2009)
This article looks at why it is a good time to implement a new pricing strategy and analyzes the importance of two key aspects: the sales team and technology.
Pricing for Profitability
This article outlines a pricing model developed by Texas A&M University's Supply Chain Systems Laboratory and provides a look at how some distributors are using it to update their pricing strategies.
First Steps in
Strategic Pricing (December 2007)
Distributors must go beyond traditional pricing practices, segment customers and not be afraid to differentiate based on price.
Regain Pricing Control
It's more crucial than ever for distributors to maximize profitability by magnifying the value they provide for their customers and not competing on value alone.
The Pricing-Value Equation
A case study excerpted from the book, Price for Success, A Practical Guide for Improving Margins in Wholesale Distribution.
A Flexible Pricing Model
A case study.
Better Margin Customers
A case study.
And some other related pricing articles:
Go Beyond Numbers
in a Price War
Pricing expert Mark Bergen of the University of Minnesota talks about how distributors should react when challenged on price.
Grows in Distribution
A look at the growing market for pricing software in distribution.