Thriving in the electrical products distribution industry is a challenge due to its fragmented nature and dependence on raw materials whose costs constantly change. Daily price fluctuations in commodities mean profits are a moving target. From a pricing perspective, customers have plenty of options and expect a convenient and consistent buying experience, regardless of sales channel. For large distributors with dispersed sales teams and an eCommerce presence, these expectations require a sound holistic pricing strategy.
In this case study, we cover challenges inherent to the industry as well as how one electrical products distributor was able to improve gross margin while helping sales reps quote with confidence.