February 14, 2020
4 Quick Wins in Pricing Management
Presented By: Senthil Gunasekaran & Pradip Krishnadevarajan
Free Online Webinar
The blurred lines between sales management and pricing autonomy is a prime reason for gross margin erosion in distribution. The answer lies in making SMALL CHANGES that lead to QUICK WINS. These changes will ensure “consistency” in your pricing process. Distributors will learn FOUR proven field-tested pricing opportunities. Since these SIMPLE CHANGES rely on readily available and routinely tracked information by all companies, you can achieve margin improvements right away. Companies have seen 125-250 basis point increase in less than 60 days.
Learning Objectives (Key Takeaways):
When you view your data through the lenses of customer, supplier and product, YOUR FOUR quick wins in pricing can be easily achieved. The wins will arise from the actions:
1) Seal customer level margin erosion
2) Reduce the cost to serve customers
3) Segment suppliers to improve margins
4) boost your product level profitability.
Level of Complexity (Overview, Intermediate or Advanced): Intermediate
Short Speaker Bio (2-4 sentences):
Pradip is passionate about using a combination approach (data-driven and training) to help people drive profitable growth. He has 15 plus years of experience assisting hundreds of companies directly while co-authoring 7 inspiring books that are consistently among the NAW Institute for Distribution Excellence’s Top 10 Best Sellers. His customer stratification method (listed in Information Week as one of ‘20 Great Ideas to Steal In 2014’), and pricing optimization technique (listed in MDM 2008 as a ‘Highly effective way to approach distributor pricing’) are widely adopted throughout the distribution industry. He holds a doctorate in business analytics.
Senthil is passionate about driving profitable growth through analytics. Being an engineer at heart, he brings a quantitative approach to business challenges, leading to unbiased solutions that optimize shareholder value. Having deployed best practices across hundreds of distributors over the past two decades, he believes in the critical role of people in making or breaking analytics; hence practices capability-driven approach that integrates people-process-technology-performance capitals. His real-world solutions and frameworks, shared with thousands through his seven best-selling books at NAW, have been praised for being practical, relevant and highly actionable — the kind of guidance you can use Monday morning. He holds a doctorate in distributor value proposition from Texas A&M University.