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12/02/2013

2014 Convention Presentation Sneak Peak: Steve Deist

NAHAD is readying a powerful line-up of speakers for the 2014 Annual Convention. The complete program will be released in the middle of December; but here is a sneak peak at one of the speakers, with the two topics that he will be presenting:

Steve Deist
Indian River Consulting Group

Steve DeistAs a Partner with Indian River Consulting Group, an experience-based firm focusing exclusively on market access and distribution channels, Steve Deist has over 20 years of experience working for hundreds of distributor, retail, manufacturer and private equity clients in dozens of lines of trade. His hands-on approach enables him to apply leading edge concepts to the practical realities of daily business. Steve has authored three books published by NAW: The Five Fundamentals for the Wholesale Distribution Sales Manager; Value Creation Strategies for Wholesaler-Distributors; and, What’s the Right Plan? Effective Sales Incentive Design for Wholesaler-Distributors.

On Sunday, April 27, 2014, Steve will present:
The Profit Sandwich

The structure of the sales and marketing organization is the real meat of a B2B strategy. It’s the vital ingredient that aligns the day-to-day activities of individual sales reps with your strategic and profit objectives. The sales force feeds us all, but it is often the biggest hurdle faced in profit improvement initiatives. This session will show the steps you can take to move from a diffuse self-directed sales force to a strategically directed, profit-driven one. It will show how to use analytics to make data-driven decisions on value propositions, low cost channels, proper selling roles, territory sizing and account assignment. If past efforts at profit improvement have failed, you may have just been using the wrong tool.

Followed by an afternoon presentation:

Max Out Margins with Effective Pricing

Improved pricing practices can be one of the most effective ways to increase bottom line results quickly, but pricing changes are often complex and risky. This session will outline the steps required to implement a world class pricing program that will grow margins while managing short and long term risk. Key areas of focus include:

  • Analytics on internal pricing practices, transaction analysis, elasticity, sensitivity patterns, etc.
  • Strategies and tactics such as commodity leader, value based, market basket, functional discounting
  • Management tools including metrics, feedback loops, incentives
  • Implementation best practices

A properly designed pricing strategy must be based on customer segments, so this session provides an analytical framework for effective segmentation. Pricing improvement is not an "event"; it is an ongoing effort that requires a support structure and executive ownership to ensure that changes become institutionalized. This session will show how to obtain permanent benefits and continuous improvement.  


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