Can Distribution Pricing Managers Work Remotely?
There should be no reason to point out that the way we work has changed more in the three years since 2020 than it has in the 20 years prior. Even distribution companies – long held up as examples of…
Value-Added Services Can Provide a Pricing Advantage
Distribution pricing managers are typically focused mainly on product and customer segmentation to drive more favorable pricing and profit. Yet, value-added services can be some of the most effective ways to improve pricing and brand perception for a distributor and…
Vendavo and Oracle Collaborate on Rebate and Channel Management
Vendavo has recently announced a strategic collaboration with Oracle which should be of interest to any manufacturers and distributors who need to optimize their rebate or channel incentive programs. The optimization is aimed at joint manufacturing and distribution customers, something…
How Distributors Can Drive Profitability with More Effective Discount Management
How do you decide on your discounting strategy? Are you following where the data leads you or are you making seemingly random guesses at what your customers will pay? Do you take profitability into account and make that information readily…
Detecting Cannibalization in Your Sales Channels
Sales channels in distribution are always evolving. Whether it's more traditional channels such as counter sales, show room sales, job contracts and inside sales or more emerging channels such as e-commerce websites, or a mobile app, each channel offers unique…
How Custom Workflows and AI Streamline Pricing Processes
Pricing managers juggle a wide range of responsibilities: analysis, trend tracking, contract management, meetings, forecasts, product and customer segmentation, matrix updates and more. Their role is so critical to the profitability and success of a distribution company that it makes…
4 Ways Distributors Can Unlock Revenue Growth with Cross-Sell and Upsell
As we enter the second half of 2023, pricing teams at B2B distributors are facing a critical turning point. Over the last few years, distributors have grown used to across-the-board price increases that customers had no choice but to accept.…
Overcoming the Chaos of Pricing Overrides
We recently received this note from a reader: Our sales team has this habit of slashing prices and giving discounts to customers left, right, and center without any real strategy behind it. They think it's a quick way to make…
Working With Suppliers on Cost Relief
It is more important than ever to work closely with your suppliers on cost relief. Inflation has shown signs of easing lately, but its impact is still being felt across all areas of the distribution industry. Increased prices are the…
Elevate Your Rebate Game with Technology
Rebates and incentives play a vital role in fostering relationships among customers, sales teams, vendors, and various trading partners. Many distributors manage their rebates through manual processes, general purpose software, or a combination of both. Unfortunately, rebate programs often involve…