The problem with maintaining your system with the do-it-yourself approach is your people already have full-time jobs. Sales people have to take care of customers. Pricing or purchasing departments are consumed just handling cost changes [...]
Your sales people live in fear. Here’s their nightmare scenario… you make them raise a price…the customer notices….they ask for an explanation…the customer is lost…forecasts are missed and stuff happens. Sales people know that they’ll [...]
The article from MDM below is a nice summary of how improvements in technology over the past 10 years can improve and inform sales performance. Several points in the article sounded very familiar to us [...]
Only about half of intended price increases are actually captured* System prices are lowered by the sales person over 50% of the time Only 35% of surveyed companies* have sufficient pricing power to achieve the [...]
You can’t gain a permanent increase in margin by decree. Don Magruder, vice president of Ro-Mac Lumber & Supply in Central Florida and former chairman of the Florida Building Material Association, describes in the 2010 article [...]
When launching a new pricing initiative, such as focusing on incidentals, you may discover that coming up with the numbers is only half the battle. Getting your sales people to use the new pricing structure [...]
Laptops, smart phones, and tablet computers combined with “everywhere” wireless internet access have given businesses new, better, ways to sell in the field: Sales people are no longer chained to their desks. Customer contact information [...]
Your Local Grocery Store has it relatively easy. Once they decide where to price an item, they just program the scanner. All customers at the grocery store get the same price and the cashier doesn't [...]
Excerpt from “The Next Generation of Pricing Strategy” by David Roller, Lighthouse Press, Inc.; Copyright © 2009. David Roller is the founder and President of Profit2, a consultancy focused on helping distributors and their suppliers [...]