Avoid These Aftermarket Margin Pitfalls
It’s a good time to be in the aftermarket parts manufacturing business, as vehicles on the road continue to age, parts outpace new car sales and massive growth is expected over the next several...
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Infographics
Fix the Price Modes to Retain Margin: A Building Products Distribution Pricing Infographic
Today, setting prices is one of the biggest challenges for the building products distribution industry. Sales teams are under constant price pressure, leading to a rise in deviations that destroy...
Margin-Retaining Price Strategy: An Electrical Products Distribution Pricing Infographic
Today, setting prices is one of the biggest challenges for the electrical products distribution industry. Your SKU counts are constantly rising, you need to keep pace with eCommerce competitors and...
Align Prices, Retain Margin: An MRO/Industrial Distribution Pricing Infographic
Today, setting prices is one of the biggest challenges for the maintenance, repair and overhaul (MRO) and industrial distribution industry. SKU counts soar into the millions and Amazon has a vast...
How Electronic Components Distributors Solve Customer Churn
What is your annual churn rate? Perhaps surprisingly, for electronic components distributors, an annual 30% customer churn rate – which includes declining customer purchase volume – is common. Just...
The Evolution of B2B Sales
At a time when very little seems stable, the most uneasy role in B2B is arguably that of the field sales representative. The bread-and-butter skills honed over decades of walking shop floors, shaking...
Commercial Challenges and Opportunities Spurred by COVID-19 in Medical Distribution
Zilliant’s 2019 B2B Benchmark study revealed that medical and life sciences distributors are unwittingly leaving large amounts of revenue and profit on the table due to inconsistent pricing,...
Avoid These Aftermarket Margin Pitfalls
It’s a good time to be in the aftermarket parts manufacturing business, as vehicles on the road continue to age, parts outpace new car sales and massive growth is expected over the next several...
Pricing in the Dynamic, Volatile Food Producers Industry
For food producers, setting and updating prices is anything but straightforward. Price builds and component pricing must consider a volatile and complex mix of considerations. Contracts, dynamic...
Five Tactics to Recapture Lost Ad Value
The first half of 2020 has been a challenge for television advertising sales. We're all aware of the cratering demand due to COVID-19. But some underlying problems have also been exposed in this...
Do Your Rental Rates Inspire Confidence?
Rate-setting in the equipment rental industry is a complicated matter. Consider: Do large, strategic customers receive better rates than smaller accounts? Do customers pay a lower rate for longer...
Optimize Rate Markup for Each Staffing Request
Can you confidently and consistently optimize your rate markup? Most staffing agencies struggle to hit that moving target. Bill rates and pay rates are constantly in flux, given differences in...