Tip: Align Your Pricing Strategy with Your Business Strategy

Avoid a one-size-fits-all approach to pricing.

A new business strategy may demand a new pricing approach, and strategically aligning them is critical, according to Lee Nyari in 3 Lessons for Midsize Distributors.  Nyari's lessons come from watching Grainger's pricing story unfold, which has raised the issue of pricing strategy for B2B distributors.

"Price structures and segmentation schemes that may work well for your established book of business may be less than ideal, if they are applied to support growth efforts in other markets that represent new territory for your business," Nyari says.

Instead of a one-size-fits-all approach to pricing, Nyari recommends examining new markets and planning a pricing strategy accordingly.

"The deeper your understanding of these markets, the better prepared you will be to develop pricing approaches and segmentation strategies that can effectively support profitable growth in your target areas," he says.

Read more lessons from Grainger's pricing story in 3 Lessons for Midsize Distributors.

About the Author
Recommended Reading
Leave a Reply

Leave a Comment

Sign Up for the MDM Update Newsletter

The MDM update newsletter is your best source for news and trends in the wholesale distribution industry.

Subscribe to continue reading

MDM Premium Subscribers get:

  • Unlimited access to MDM.com
  • 1 year digital subscription, with new issues twice a month
  • Trends analysis, market data and quarterly economic updates
  • Deals on select store products and events


articles left

Want more Premium content from MDM?

Subscribe today and get:

  • New issues twice each month
  • Unlimited access to mdm.com, including 10+ years of archived data
  • Current trends analysis, market data and economic updates
  • Discounts on select store products and events



You have one free article remaining

Subscribe to MDM Premium to get unlimited access. Your subscription includes:

  • Two new issues a month
  • Access to 10+ years of archived data on mdm.com
  • Quarterly economic updates, trends analysis and market data
  • Store and event discounts

To continue reading, you must be an MDM Premium subscriber.

Join other distribution executives who use MDM Premium to optimize their business. Our insights and analysis help you enter the right new markets, turbocharge your sales and marketing efforts, identify business partners that help you scale, and stay ahead of your competitors.