When it comes to pricing anything (B2B, B2C, product or service), there are three key strategies to achieve price optimization: 1. Cost-based or cost-plus pricing 2. Market-based pricing 3. Value-based pricing While there are claims of other strategies, most are offshoots or variations of these three. 1. What is a cost-based or cost-plus pricing strategy? […]
Category: Featured Blog
The Pros and Cons of Cost-Based Pricing & Other Pricing Strategies
When it comes to pricing anything (B2B, B2C, product or service), there are three key strategies to achieve price optimization: 1. Cost-based or cost-plus pricing 2. Market-based pricing 3. Value-based pricing While there are claims of other strategies, most are offshoots or variations of these three. 1. What is a cost-based or cost-plus pricing strategy? […]
Is Measuring ROI Crucial or a Waste of Time in B2B E-Commerce?
Distributors are faced with many choices as they transition to e-commerce platforms, but when it comes to ROI, do distributors need to calculate every use case or should they focus on keeping it simple in order to get moving on their digital transformations? During the MasterB2B Un-Webinar “Why do ROI calculations often fall short for […]
2022 Distribution Trends Outlook: Optimism with a Twist of Apprehension
As Julius Caesar once said, “Experience is the teacher of all things.” Like a strict substitute, COVID-19 entered our lives and has given us all quite the range of lessons over the last 18 months. Some positive, such as the realization that work-from-home may not be as disruptive as once thought. Many unpleasant, including supply […]
Autonomous Trucking May Break Supply Chain Shackles
The trucking industry was shorthanded before the pandemic. In the past 18 months, the dearth of drivers has only worsened. Autonomous trucking could serve as a means to remove one of the weakest links in supply chains, according to a recent MDM webcast. Self-driving trucks create operational and economic benefits for distributors, such as longer […]
A Last Major Frontier for E-Commerce
Imagine the next time you walk into Costco — all the products, on all the shelves, have been placed in simple grey boxes. Without assistance you can’t tell a toilet plunger from a tomato. So you stand in line and wait for someone to help you. After 15 mins of waiting, you get the “new […]
3 Solutions to Common Revenue Management Pain Points
Throughout my years working in revenue management, I’ve found that there are three key revenue management pain points that all professionals in this space experience: My team is unable to deliver results We don’t have enough time to do it right The administrative burden of revenue management While I can undoubtedly wax poetic on each […]
August M&A Roundup: Consolidation Maintains Healthy Pace
The threat of an increase in the capital gains tax, coupled with accepting the new business cycle on what everyone hopes is the tail end of COVID-19, has pulled forward acquisition deals, and last month was another healthy one for M&A volume. MDM reported 25 transactions in August as companies of all sizes, verticals and […]
August M&A Roundup: Consolidation Maintains Healthy Pace
The threat of an increase in the capital gains tax, coupled with accepting the new business cycle on what everyone hopes is the tail end of COVID-19, has pulled forward acquisition deals, and last month was another healthy one for M&A volume. MDM reported 25 transactions in August as companies of all sizes, verticals and […]
In an E-Commerce World, Content is King
During the salad years of the dot.com bubble, an oft repeated phrase was “content is king,” before the bubble popped. That phrase has taken on new meaning as distributors work to populate their burgeoning e-commerce sites with advanced product content for ease of use and increased sales. At the recent AD eCommerce Summit in Maryland, […]
Economic Green Shoots Continue to Sprout as Pandemic Rages On
Both macro-economic and industry-specific reports during the past month show that wholesale distribution has emerged from the worst of the coronavirus crisis that raged during the past 18 months. MDM’s recent reporting shows much-needed improvement, although gains could be threatened in the coming weeks and months as the country deals with more COVID cases plus […]
3 Ways to Get the Most Out of Revenue Growth Management
If you’re a senior executive in a commercial function, heck, if you’re a decision-maker in any company, it is paramount that you learn and understand the benefits of revenue growth management. RGM is a multi-functional approach that garners revenue and maximizes profit by leveraging a balanced approach that incorporates sales, finance and marketing. If your […]
4 Signs It Might Be Time to Make a Sales Comp Change
With decades of experience as a consultant to wholesale distributors, I am very familiar with the industry’s sensitivity around sales compensation programs. I recently learned that this sensitivity isn’t constrained to North America or Western countries. A client in China quickly took sales comp changes off the table when discussing potential strategies for improving sales […]
Why Now is the Right Time to Transform Your Sales Model
Distribution executives and sales managers have been lodging the same concerns about their sales models — and sales teams — for many years, says Mike Marks, managing partner of Indian River Consulting Group. And the pandemic has only amplified these all-too-familiar laments. “Salespeople don’t do what I want them to do.” “I’m trying to get […]
