The 2020 Mid-Year Economic Update_long

August 25 2017

Is Grainger's Pricing Initiative 'Suboptimal'?

Volume:

47

Issue:

16

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Features
Grainger_Pt1

As of Aug. 1, W.W. Grainger Inc.’s new web pricing strategy was to be effective for all 1.5 million SKUs on its website. The pricing strategy was launched to reverse unfavorable market share trends Grainger experienced in certain market segments in recent years. Part 1 of this two-part series looks at how the pricing initiative has played out to this point, along with lessons other distributors can learn from Grainger’s experience.

This article includes:

  • W.W. Grainger Inc.’s new web pricing strategy
  • How the pricing initiative has played out to this point
  • Lessons other distributors can learn from Grainger’s experience

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. This article is available for purchase as a special report.

What can other B2B distributors learn from watching Grainger's pricing story unfold? Three tips for B2B distributors.

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Distribution M&A Playbook, pt. 2: The 8 Fatal Flaws in M&A
  • Top Trends for 2017
  • MDM Interview: Watsco Aims for ‘Bigger, Better, Faster’

For more than 20 years, technology adoption in distribution has lived with this axiom: The distribution industry moves at its own pace, and it reflects the wants and needs of its customers. On the other side is this: distribution, particularly industrial channels, is on the slow end of the technology adoption curve. As with most things, the truth is somewhere in the middle.

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Distribution M&A Playbook, pt. 2: The 8 Fatal Flaws in M&A
  • Top Trends for 2017
  • MDM Interview: Watsco Aims for ‘Bigger, Better, Faster’
customer-service

Customers today demand more services, and distributors need to evaluate what they offer – and at what cost. This article examines the drivers behind these changing customer expectations and steps a distributor can take to give customers what they want while remaining profitable.

This article includes:

  • ‘Amazonification of the supply chain’
  • Which services to add?
  • Create services as a line-Item charge

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Distribution M&A Playbook, pt. 2: The 8 Fatal Flaws in M&A
  • Top Trends for 2017
  • MDM Interview: Watsco Aims for ‘Bigger, Better, Faster’

Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.

This index includes:

  • Abrasives Products
  • Cutting Tools
  • Power Transmission Equipment
  • Fasteners
  • Valves, etc.
  • Power Tools
  • Material Handling Equipment
  • Belting
  • Hand Tools
  • Misc. Metal

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • MDM Pricing Trends Report: First Quarter 2017
  • How to Navigate Key HR Issues in 2017
  • Market Snapshot: Cutting Tools Market Demand in the United States

This is the PDF of this issue of Modern Distribution Management.

Table of Contents:

  • Grainger’s Pricing Initiative, pt 1: A ‘Suboptimal’ Solution?
  • 3 Lessons for Other Distributors from Grainger’s Pricing Initiative
  • Commentary: Fighting the Digital Disruption War
  • Are You Meeting Customers' Service Needs?
  • Monthly Wholesale Trade Data: June 2017
  • MDM Industrial Inflation Index: July 2017
  • MDM News Digest 4716

Are you a subscriber? Simply log-in to view this issue.

PDF Download
Grainger_Pt1

As of Aug. 1, W.W. Grainger Inc.’s new web pricing strategy was to be effective for all 1.5 million SKUs on its website. The pricing strategy was launched to reverse unfavorable market share trends Grainger experienced in certain market segments in recent years. Part 1 of this two-part series looks at how the pricing initiative has played out to this point, along with lessons other distributors can learn from Grainger’s experience.

This article includes:

  • W.W. Grainger Inc.’s new web pricing strategy
  • How the pricing initiative has played out to this point
  • Lessons other distributors can learn from Grainger’s experience

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. This article is available for purchase as a special report.

What can other B2B distributors learn from watching Grainger's pricing story unfold? Three tips for B2B distributors.

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Distribution M&A Playbook, pt. 2: The 8 Fatal Flaws in M&A
  • Top Trends for 2017
  • MDM Interview: Watsco Aims for ‘Bigger, Better, Faster’

For more than 20 years, technology adoption in distribution has lived with this axiom: The distribution industry moves at its own pace, and it reflects the wants and needs of its customers. On the other side is this: distribution, particularly industrial channels, is on the slow end of the technology adoption curve. As with most things, the truth is somewhere in the middle.

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Distribution M&A Playbook, pt. 2: The 8 Fatal Flaws in M&A
  • Top Trends for 2017
  • MDM Interview: Watsco Aims for ‘Bigger, Better, Faster’
customer-service

Customers today demand more services, and distributors need to evaluate what they offer – and at what cost. This article examines the drivers behind these changing customer expectations and steps a distributor can take to give customers what they want while remaining profitable.

This article includes:

  • ‘Amazonification of the supply chain’
  • Which services to add?
  • Create services as a line-Item charge

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Distribution M&A Playbook, pt. 2: The 8 Fatal Flaws in M&A
  • Top Trends for 2017
  • MDM Interview: Watsco Aims for ‘Bigger, Better, Faster’

Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.

This index includes:

  • Abrasives Products
  • Cutting Tools
  • Power Transmission Equipment
  • Fasteners
  • Valves, etc.
  • Power Tools
  • Material Handling Equipment
  • Belting
  • Hand Tools
  • Misc. Metal

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • MDM Pricing Trends Report: First Quarter 2017
  • How to Navigate Key HR Issues in 2017
  • Market Snapshot: Cutting Tools Market Demand in the United States

This is the PDF of this issue of Modern Distribution Management.

Table of Contents:

  • Grainger’s Pricing Initiative, pt 1: A ‘Suboptimal’ Solution?
  • 3 Lessons for Other Distributors from Grainger’s Pricing Initiative
  • Commentary: Fighting the Digital Disruption War
  • Are You Meeting Customers' Service Needs?
  • Monthly Wholesale Trade Data: June 2017
  • MDM Industrial Inflation Index: July 2017
  • MDM News Digest 4716

Are you a subscriber? Simply log-in to view this issue.

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