Over the past several years, MDM has provided ample resources on ways to improve margins through better pricing. In light of Brent Grover's recent Webcast series on the topic (download that here), here is a list of articles on pricing from the MDM Archives (eight years of articles available to premium subscribers):
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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.
Conditions Ripe 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 (August 2008)
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 (May 2007)
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 (January 2006)
A case study excerpted from the book, Price for Success, A Practical Guide for Improving Margins in Wholesale Distribution.
A Flexible Pricing Model (July 2005)
A case study.
Better Margin Customers (June 2005)
A case study.
How Pricing Decisions Impact Your Bottom Line (July 2003)
A excerpt from the NAW book, Essentials of Profitable Wholesale Distribution.
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.
Pricing Software Grows in Distribution
A look at the growing market for pricing software in distribution.
