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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
Mining transaction data base

Desired orderly pattern

Typical random pattern

GTM%

GTM%

Customer Size

Customer Size

strategic pricing matrix example contractors segment margins for a sample sku
STRATEGIC PRICING MATRIXexample – CONTRACTORS segmentmargins for a sample sku

©2009 Evergreen Consulting, LLC

premium discount matrix premiums discounts from standard margin for contractors segment
PREMIUM / DISCOUNT MATRIXpremiums & discounts from standard margin FOR CONTRACTORS SEGMENT

©2009 Evergreen Consulting, LLC

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Strategic Pricing for DistributorsTMFAQs
  • 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™

how to start
How to start
  • How Strategic Pricing affects the organization
  • What it takes to get started
  • What is needed to succeed
resources
Strategic Pricing for DistributorsTMResources
  • 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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