Complete Story
10/11/2019
002. Max Out Margins with Strategic Pricing
Instructor: Steve Deist
Sunday, March 14, 2020, 8:30 – 11:45 a.m.
Better pricing is one of the fastest ways to put more money on the bottom line. But…pricing changes can be complex and risky. This course outlines the steps to build a world-class pricing program that will grow profit while managing short- and long-term risks. We start with strategies and tactics for aligning your pricing with the market and your company goals. We review different approaches and concepts, including commodity Leadership & Professional Development, value-based vs. cost-based pricing, and functional discounting. A properly designed pricing strategy must be based on customer segments, so this course provides a framework for effective segmentation. The course includes individual exercises and a workbook to help students relate each topic to their own situation as we go. The workbook also contains supplemental material for ongoing self-study.
Steve Deist
Steve is the Chief Operating Officer for Ewing Irrigation and Landscape Supply, a distributor with over 220 branches nationwide. He is also a Partner with Indian River Consulting Group. He has over 25 years of experience in distribution strategy, marketing channels, sales, operations and leadership. He is a published author, a highly rated speaker, a faculty member at the University of Innovative Distribution and serves on the boards of three large distribution companies.
Bookstore
Strategic Pricing For Distributors: Tools and Rules for Building Higher Margins
Brent Grover
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!