×

Fill out this quick form for instant access!

First Name
Last Name
Phone Number - optional
Company
Enjoy!
Error - something went wrong!
   

Distributor Overcomes M&A Pricing Complexity, Lifts Margin Rate 100 bps

December 14, 2015

After five years of considerable growth, this U.S.-based medical consumables distributor had quickly grown to a massive – and complex – scale. Integrating multiple companies proved to be difficult from a pricing and profitability perspective.

When the post-merger pricing complexities resulted in significant margin erosion, the CEO at this medical consumables distribution company mandated a centralized pricing function – a new discipline for branches used to complete pricing autonomy.

This case study reveals how this medical consumables distributor struck a healthy balance between market-aligned pricing and sales rep autonomy to improve margin rate by 100 basis points for comparable products and customers in a test versus baseline measurement.

Previous Video
Getting Results from Your Digital Investments: Creating Your Digital Vision
Getting Results from Your Digital Investments: Creating Your Digital Vision

Author Mark Dancer and Head of Regional Marketing for Newark Element14 Jeff Mills shares best practices for...

Next Video
Zilliant IQ: Actionable Selling Insights for Every Customer
Zilliant IQ: Actionable Selling Insights for Every Customer

This video explains how Zilliant IQ can help sales reps not only meet, but exceed quota using AI and predic...