Even in a healthy, prosperous market, distributors are used to operating on very thin margins across many transactions, for a multitude of customers, with even more product SKUs. Pinpointing areas for improvement in that complicated tangle can be a challenge to even the savviest of companies.
If your process is to rely on simple segmentation or a one-size-fits-all approach to pricing, it’s safe to say you have room for improvement there. But how do you know if you have a real problem? At what point have you lost control of your pricing? Here are five common indicators:
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