OnDemand WTP Pricing Research

Tag: Distribution

Common Mistakes to Avoid in a Profitability Overhaul | Modern Distribution Management

Common Mistakes to Avoid in a Profitability Overhaul | Modern Distribution Management

Claims vs. Reality In examining pricing strategy, members of the sales team will often say a distributor is overpriced in the market — don’t buy that claim, said Real Results Marketing Managing Partner Jonathan Bein, Ph.D. His company has done years of customer research that shows pricing is not a top factor for clients. When […]

Recession Preparation: Don’t Panic on Pricing Strategy | Modern Distribution Management

Recession Preparation: Don’t Panic on Pricing Strategy | Modern Distribution Management

Al Bates is on a quest. The principal at Distribution Performance Project wants to see if distributors can avoid the same mistakes made over and over again, each time the U.S. economy enters a downturn. “Generally, we tend to respond to a recession by cutting price,” he says. “That does nothing more than make a bad […]

MDM Classics: Grainger’s Pricing Woes | Modern Distribution Management

MDM Classics: Grainger’s Pricing Woes | Modern Distribution Management

W.W. Grainger is recognized as a leader in distribution e-commerce, but in 2017 the company realized that its traditional list price model might be deterring potential customers. In one of MDM’s most popular Premium articles of last year, Lee Nyari, managing partner of The Innovative Pricing Group, a consultancy offering strategic price management solutions for distributors, reported on Grainger’s […]

PPSDALLAS18 Pricing Workshops & Conference Event – A RECAP | Professional Pricing Society

PPSDALLAS18 Pricing Workshops & Conference Event – A RECAP | Professional Pricing Society

The Fall Pricing Workshops and Conference event was an incredible time in pricing marking another successful event! We hosted over 450 pricing professionals from all across the country and several from across the globe for a jam-packed week of education, networking and pricing fun. Keynote Speakers delivered messages to a room filled with business professionals interested […]

Thank you, Dallas: Vistaar’s PPS 2018 Recap | Pricing Matters

Thank you, Dallas: Vistaar’s PPS 2018 Recap | Pricing Matters

Many thanks to those who joined Vistaar at the PPS Fall conference in Dallas. There were many interesting pricing topics discussed, with lots of opportunities to socialize. We took note of the topics that surfaced most frequently: Using real-world examples of AI in B2B & B2C pricing; How to use various solutions to capitalize on […]

Is Everyone on the Same Page about Pricing? | Bain & Company

Is Everyone on the Same Page about Pricing? | Bain & Company

There are many ways to set prices in B2B markets, but none will lead to profitable growth without strong communication and coordination across a company’s sales, product, pricing, finance and other departments. Too often, B2B companies rely on internal cost data to set prices, without seeking external information on the features or services customers value, […]

Are You Being Intelligent About Your Pricing? | Industrial Distribution

Are You Being Intelligent About Your Pricing? | Industrial Distribution

In today’s age of e-commerce, consumer-like buying behavior is increasingly seeping into B2B procurement. Buyers are constantly vetting their options – making sure they are getting the best price, at the best time, on the best products. It’s a reality that makes it important for distributors not only to know what their competitors are carrying, […]

A Pricing Leader’s Journey | Professional Pricing Society

A Pricing Leader’s Journey | Professional Pricing Society

In this guest post, learn from a pricing leader’s journey what it’s like to transition from an entry pricing career to leading a Keynote presentation at the Pricing Workshops and Conference event of the season. Pricing expert Scott Sinning, CPP, Director National Pricing for Graybar Electric, shares his first-hand experience attending our Spring Pricing Workshops […]

Your Peanut Butter Pricing Could Use Some Jelly | Modern Distribution Management

Your Peanut Butter Pricing Could Use Some Jelly | Modern Distribution Management

As a distributor, you know that pricing habits are hard to break. Often, your team develops what they consider to be a fair price for product categories, and then they just habitually give that same price to everyone. They spread that ‘peanut butter pricing’ to all customers without really thinking about it. It’s easy, its […]

We Define CPQ For Pricing | Professional Pricing Society

We Define CPQ For Pricing | Professional Pricing Society

What is Configure Price Quote (CPQ)? Configure price quote (CPQ) is an industry term for software solutions that help companies to streamline some of their core processes around the prices that they set for customers. CPQ software can help companies configure products or services in the most optimized way, pricing according to internal factors such as […]