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Strategic Pricing for Distributors TM PowerPoint PPT Presentation


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Strategic Pricing for Distributors TM. MDM Webcast sponsored by Infor October 29, 2009 . Presented by Brent Grover & Ken Brown Evergreen Consulting, LLC. Mining transaction data base. Desired orderly pattern. Typical random pattern. GTM%. GTM%. Customer Size. Customer Size.

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Strategic Pricing for Distributors TM

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Strategic Pricing for DistributorsTM

MDM Webcast sponsored by Infor

October 29, 2009

Presented by

Brent Grover & Ken Brown

Evergreen Consulting, LLC


Mining transaction data base l.jpg

Mining transaction data base

Desired orderly pattern

Typical random pattern

GTM%

GTM%

Customer Size

Customer Size


Standard margin example various segments average margin for a sample sku l.jpg

STANDARD MARGINEXAMPLE – VARIOUS SEGMENTSaverage margin % for a sample sku


Strategic pricing matrix example contractors segment margins for a sample sku l.jpg

STRATEGIC PRICING MATRIXexample – CONTRACTORS segmentmargins for a sample sku

©2009 Evergreen Consulting, LLC


Premium discount matrix premiums discounts from standard margin for contractors segment l.jpg

PREMIUM / DISCOUNT MATRIXpremiums & discounts from standard margin FOR CONTRACTORS SEGMENT

©2009 Evergreen Consulting, LLC


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Strategic Pricing for DistributorsTM

FAQs

  • How much of a profit difference will Strategic Pricing make?

  • What makes Strategic Pricing work?

  • What does it take to get started?

  • How long does it take to obtain measurable results?

  • How much does Strategic Pricing cost?

  • Are the results are sustainable?

© 2009 Evergreen Consulting, LLC All RIghts Reserved

Strategic Pricing for Distributors™


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Profit Power of Strategic Pricing

Frozen


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How to start

  • How Strategic Pricing affects the organization

  • What it takes to get started

  • What is needed to succeed


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Strategic Pricing for DistributorsTM

Resources

  • Customer Profitability Analysis

  • Sales compensation plan design

  • Management & sales training

© 2009 Evergreen Consulting, LLC All RIghts Reserved

Strategic Pricing for Distributors™


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Brent Grover’s NAW Bookshelf

STRATEGIC PRICING FOR DISTRIBUTORS

Tools & Rules to Optimize Your Margin

Brent R. Grover

NEW 7/09


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  • Boutique firm entirely focused on the W-D channel

  • Advisors to wholesaler-distributors, suppliers, marketing groups and trade associations

  • Strategy, growth through acquisition, strategic pricing, profit enhancement

Evergreen Consulting, LLC

29525 Chagrin Boulevard, Suite 214

Cleveland, OH 44122

(216) 360-4600

[email protected]

www.evergreen-consulting.com


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