How Can Manufacturers and Distributors Gain Competitive Advantage in the Current Downturn?
In the midst of this downturn, visionary manufacturers and distributors aren’t just hunkering-down and waiting it out. They aren’t content to just survive. Rather, they are working proactively to develop advantages that will not only help them weather the storm, but also help them emerge in a stronger competitive position. Simple Steps to Help Minimize the Fear-Factor That Leads to Excessive Discounting The “fear factor” is a reality in any market condition. But in a downturn like this, concerns about losing the deal, losing the volume, or losing the customer, are often taken to the extreme. As these heightened fears work their way into negotiations and pricing decisions, they can turn a bad — but manageable — situation into a full-blown margin meltdown. Exploring the Myth That “Pricing Needs to Be Simple” in Order to Be Effective Regardless of how it happens, the reality is that companies too often connect the dots between their underlying pricing model and ease-of-execution in the
