Tip: Rethink Sales to Combat Pricing Disruption

Thinking outside the box may be the only way to stay competitive
mtow-blog-image

Focusing the selling process around people shop instead of around the specific products could help distributors combat pricing disruption, according to Brent Grover, managing partner of Evergreen Consulting LLC, in 3 Questions About Pricing Disruption.

“At this juncture for distributors I would argue that what we have going on is a threat of substitute ways of getting orders, substitute ways of communicating with customers, substitute ways of doing business. Not just of product,” Grover said.

Knowing how your customers’ needs are changing can help inform your new pricing strategy and keep you a step ahead of pricing disruption. Some things may just need a perception check.

“(Amazon is) adding more sellers to enable them to have the world’s greatest selection and be the ‘everything store,’ coming back around to customer experience … They’re continually working on the lower cost structure and lowering prices, which contribute to the customer experience,” he says. And it's that customer experience that is becoming more and more important to the customer – and ultimately, your bottom line.

While shifting perceptions about selling may be a good way to combat the inevitable pricing changes brought on by a volatile distribution sector, that same thinking outside the box will have to be applied to all aspects of distribution to stay competitive.

Read more about how selling is changing in 3 Questions About Pricing Disruption.

 

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

2

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

1

article
left

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.