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It’s happening again: Big Manufacturers Tightening Up their Supply Chain | Strategic Pricing Associates

Mega-Manufacturers continue their proven strategy to sustain profitability in a slow growth economy – tighten up their supply chain. While this is not the first time for many distributors, unfortunately a good many sales managers have forgotten the lessons. Excerpts of the article authored by Frank E. Hurtte Jr. who has 28 years of distribution industry experience and a lifetime in sales follow.

“this is another page from the playbook of previous recessions”

Distributors have been through this a couple of times before, but unfortunately a good many sales managers have forgotten the lessons. Many of our Millennial-generation sellers were still in school. But, this is another page from the playbook of previous recessions. Recalling the pain of the mid-90s, 2001-2002 and the Great Recession, allow me to review.

“Practice your value pitch now. Train your salespeople on the unique stuff you provide and why it would be darned hard to replace ”

Don’t wait till you hear the message from the customer. Practice your value pitch now. Train your salespeople on the unique stuff you provide and why it would be darned hard to replace at the customer. Teach them to make conditional price concessions. Stuff like, “I will give you a discount but if I do you will need to begin paying for my specialist’s time” or “If we provide you with the additional payment terms, what added business will you provide to me?”

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It’s happening again: Big Manufacturers Tightening Up their Supply Chain « Strategic Pricing Pays.

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