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In The News:

How Distributors are Managing Online vs. Offline Pricing Challenges
Event Date: EST

As customers increasingly rely on distributor websites for customer data and purchasing, it’s becoming more difficult to manage pricing between channels. This is much more challenging in B2B than in retail because:

  • Distributors make extensive use of tiered pricing
  • Pricing is often customer-specific
  • Increasing price transparency makes it easier for customers to compare prices online
  • Distributors sell commodities with frequently-fluctuating prices
  • B2B companies sell to accounts with many buyers while a retail customer is one person
  • Retailers tend to have an established assortment of SKUs; distributors source products for individual accounts
  • Distributors offer many value-added services while retailers primarily focus on selling products

MDM recently conducted a survey of distributors to get their experiences and opinions on these issues and others. On April 11th, we’ll be presenting our findings on a one-hour, live webcast you can attend for free. 

View Webcast Here

This research, which is sponsored by PROS and Oracle NetSuite, will give you the latest intelligence on how distributors are managing pricing challenges between their channels. We encourage questions from attendees and we look forward to sharing the results with you.

Sponsored by:

Oracle Netsuite Logo

PROS logo

Learn more about Oracle NetSuite and PROS



Austin Garrison
Concourse Capital

Austin Garrison is the founder and Managing Partner of Concourse Capital, a Manhattan, CA based private equity firm. Concourse is a research-based investment firm focusing on middle market private companies.  Garrison is an accredited Chartered Financial Analyst and consults on projects requiring intensive analytical and research capabilities. Garrison holds an MBA from the University of California, Berkeley, and an B.S. in Engineering from Colorado State University.


Ian Heller85x85

Ian Heller
Modern Distribution Management

Ian Heller is the co-owner, President & COO of Modern Distribution Management and its parent company, Gale Media, the most trusted resource for market intelligence and industry insight to wholesale distribution executives and industrial product marketers since 1967. He began his distribution career as a truck unloader in a Grainger branch in college. He left that company 15 years later as Marketing Vice President and has held senior executive positions in marketing and eCommerce at GE Capital Rail, Newark Electronics, Corporate Express and most recently as VP Marketing for HD Supply White Cap. Ian also founded and ran Real Results Marketing, a distribution-focused consultancy, for seven years.


Tom Gale

Tom Gale
Modern Distribution Management

Tom Gale has been MDM’s lead researcher and industry analyst for more than 25 years on independent distribution channel trends, consolidation, technology and competitive landscape. He is a frequent speaker and moderator on these topics at company, marketing group and association meetings in North America and Europe.

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