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03/13/2014

Strategic Pricing For Distributors: Tools and Rules for Building Higher Margins

Brent Grover

UID Book Store Covers

Experience shows that most distributors are leaving at least two percentage points of gross trading margin on the table. This translates into 2% of total sales. Many companies can ultimately achieve more. The improvement is attainable fairly quickly and has proven to be sustainable. Two percent is the difference between mediocre profit results and stellar performance!

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Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution

Senthil Gunasekaran, Pradip Krishnadevarajan, F. Barry Lawrence, Ph.D.

UID Book Store CoversSales and Marketing Optimization: Developing Competitive Value Propositions in Distribution is a first-of-its-kind, best practices study that focuses on aligning customer needs, sales force priorities, and wholesaler-distributor objectives to maximize value creation.

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