MindShare 2020 Sneak Peek: How Distribution International Reduced Over-Discounting

February 18, 2020 Team Zilliant

Due to the COVID-19 (Coronavirus) pandemic, it has unfortunately become necessary to postpone MindShare. The health and safety of our employees, attendees and the community are of the utmost importance to us. We are in the process of confirming a new date for our annual customer conference and will share more details as soon as possible.


MindShare, the leading B2B pricing and sales conference, takes place April 20-22 in Austin, Texas. B2B professionals from a wide range of distribution, manufacturing and services industries attend each year to see their peers present how they overcame complex business challenges by reimagining what’s possible with innovative technology. As part of a series of presentation previews, here’s a peek at what one of our customers, Distribution International, will be sharing on the main stage.

Distribution International SVP Operations Brett Hankey:

Distribution International is guided by a mission to provide the highest quality insulation and MRO equipment anytime, anywhere. We pride ourselves on reliably delivering for our customers through our product selection, value-added services, industry partnerships and of course, pricing.

In my session at MindShare, I’ll be taking on a common struggle for B2B distributors. I’m talking about the dilemma of how to set prices that are at once profitable, rational to the market and, maybe most important, adopted by your sales team. Prior to engaging with Zilliant, we priced our deals inconsistently and sales reps tended to over-discount because they were flying blind and did what they could to close deals.

We knew we had to arm our sales reps with price guidance to reverse the trend of rampant deviations. Before we could accomplish that, however, we needed to overhaul our own pricing processes and rethink the way we segment customers and products. If we scientifically tuned our system pricing in a way that was rational for each unique segment, we could help sales feel confident in the quotes they deliver.

Join me at MindShare to find out how Zilliant science has supported our revamped system pricing while allowing us to provide negotiation guidance when deviations and customer-specific agreements are necessary. The margin benefits of this price transformation have been swift and remain ongoing as sales continues to increase its adoption. 

There’s still time to register for MindShare 2020.

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