Avoid Chaos: Turning Customer Value Into Shareholder Value With Smarter Pricing

摘要

The chaotic pricing function continues to be an untapped source of profit improvement opportunities for printing paper distributors. The traditional delegation of pricing decisions to account executives is complicated because the sales reps are overwhelmed with detail work and do not have true market pricing information available.Routine pricing for smaller customers is not the highest and best use of sales rep time. The reps are forced to make snap pricing decisions based on hunches and in fear of losing orders and customers. The printing paper distributor sales rep, often paid commissions based 100 percent on gross margin dollars, has no incentive to risk income dollars by gambling on a few dollars of extra selling price.