[Podcast Episode 2] Building Products Distributors: The Global Economy, Pricing & Commercial Realities

January 31, 2020 Team Zilliant

In our second episode of B2B Reimagined, Paul Kedge is our expert on deck to share his experience both as a customer success manager at Zilliant with many building products distribution customers, but also as the head of pricing of the plumbing and heating division at Travis Perkins, the United Kingdom’s largest building merchant.

Listen as Paul and B2B Reimagined host Lindsay Duran discuss the complications and dynamics of pricing, issues responding to boom and bust economies, the complexities of customer agreements, and how to balance margin targets across the business, including:

  • Tariffs and pricing in the boom/bust economy
  • Accuracy of the price on the shelf versus with the sales rep
  • Pricing and eCommerce with building products distributors
  • Impacts of older ERP systems to omnichannel sales strategies

In addition to these topics, you’ll learn how to set a fair pricing strategy – for customers and the company – in the complex industry vertical of building products distributors which can be typified by tens of thousands of customers and products. Listen now on any one of these podcast streaming channels:

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