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Strategic Pricing for Distributors TM

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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  1. Strategic Pricing for DistributorsTM MDM Webcast sponsored by Infor October 29, 2009 Presented by Brent Grover & Ken Brown Evergreen Consulting, LLC

  2. Mining transaction data base Desired orderly pattern Typical random pattern GTM% GTM% Customer Size Customer Size

  3. STANDARD MARGINEXAMPLE – VARIOUS SEGMENTSaverage margin % for a sample sku

  4. STRATEGIC PRICING MATRIXexample – CONTRACTORS segmentmargins for a sample sku ©2009 Evergreen Consulting, LLC

  5. PREMIUM / DISCOUNT MATRIXpremiums & discounts from standard margin FOR CONTRACTORS SEGMENT ©2009 Evergreen Consulting, LLC

  6. 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™

  7. Profit Power of Strategic Pricing Frozen

  8. How to start • How Strategic Pricing affects the organization • What it takes to get started • What is needed to succeed

  9. 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™

  10. Brent Grover’s NAW Bookshelf STRATEGIC PRICING FOR DISTRIBUTORS Tools & Rules to Optimize Your Margin Brent R. Grover NEW 7/09

  11. 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 brent@evergreen-consulting.com www.evergreen-consulting.com

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