Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins |
Contents
A Business Fable The Last Unplowed Field | 1 |
One Day in August | 3 |
Contents | 4 |
A Few Weeks Later | 11 |
First Thing the Next Morning | 17 |
One Day Later | 23 |
The Following Day | 29 |
The Next Morning | 45 |
Monday Morning | 87 |
The Following Sunday Afternoon | 91 |
Two Days Later | 95 |
The Next Morning | 111 |
The System Tools and Rules for Strategic Pricing | 125 |
The Distributor Sales Organization | 143 |
The DoItYourself Guide to Strategic Pricing | 157 |
Implementing and Sustaining Strategic Pricing | 173 |
Later That Day | 49 |
The End of a Long Day | 53 |
A Week Later | 57 |
The Same Evening | 61 |
Bright and Early in the Morning | 69 |
Sunday Afternoon | 83 |
A Final Word about Optimizing Your Margins | 191 |
Executive Summary 4 | 198 |
Product price sensitivity opportunity for Mahoning Distributors 10 | 204 |
Appendix | 209 |
About the Author | 233 |
Common terms and phrases
12 months accounts Alan Alan's analysis bank basis points Brendan buying power cash discounts Cindy comma-separated values commission consultant Core customer buys customer segment customer's Dave distribution business distributor strategic pricing Elaine ERP system Exhibit explained Extra Large Geetha George asked George's gross margin dollars gross margin percentage implementation improvement increase key principle large customers line of trade list prices Mahoning Distributors Mahoning's management team manufacturing market pricing meeting million Moneyball needed negotiate operating profit opportunity potential pric price book price records pricing authority pricing decisions pricing management process pricing process pricing project pricing strategy product classes product lines purchasing quote sales force sales manager sales representatives sales staff sales team sales territory salespeople satisfied Satisfied scatter plot selling prices smaller customers Special Price suppliers tegic transaction database vendors wanted wholesale distribution wholesaler-distributors Youngstown