6309 Monarch Park Place, Suite 203
Niwot, CO 80503, USA
Phone (303) 443-5060
Toll free (888) 742-5060
In the simultaneously deflationary and inflationary price environment that distribution will be in coming out of COVID-19-related market disruption, it will be difficult for distributors to keep up with 500,000 or more individual SKU price changes. Competing effectively is not as simple as, “My competitor raised prices by 5%, so I’ll do the same.” In this MDM webcast, you will learn how to use various data-driven methods to segment your products and customers, and develop a system pricing strategy to make quick adjustments to preserve or improve margin.
System price drift tends to happen even during good times for most distributors. You may start with a well-structured system but, over time, every customer is treated like your best customer and are extended unnecessary discounts. This drift will be exacerbated by the COVID-19 fallout, as sales reps panic sell to preserve volume and override the system price with deep deviations. It’s imperative to add more specificity to the system, contextualized with the current drop in demand and supply chain changes, to ensure reps are utilizing system price enough.
You will leave knowing:
VP Sales, Analytics & E-Business, MDM
John has held senior distribution leadership roles in analytics, marketing, e-business, category management, pricing and sales over a 20-year career across multiple distribution product sectors. He was previously Vice President of Marketing for EIS, an $800-million electrical and electronics distribution subsidiary of Genuine Parts Company.
In addition to EIS, Gunderson has led marketing teams for Anixter (formerly HD Supply Power Solutions), HD Supply Construction & Industrial – White Cap, and Crescent Electric Supply Company. He started his career as a "distribution runner" picking up supplies for a general contractor.