By Scott Benfield and Jane E. Baynard

When is the last time one of your outside sellers volunteered a price increase?  If the answer is seldom or “I don’t remember,” then your experience is not unusual.  The typical distributor leaves much of their pricing up to their sales force and fails to capture the value they deliver in their services.

Based on the book, Pricing Management, Capturing Value for Distributors, industry veterans Scott Benfield and Jane E. Baynard go through a comprehensive study of how pricing can add 30% or more in pretax profits to the average distributor.  Subjects such as cost recovery pricing, non-stock pricing, and stock pricing are covered.  Also, the book shows, in great detail with a mock distributor, how to build system solutions for long term pricing gain. 

The book also explores behavioral impediments to pricing and how to change the frame of reference to get sellers away from cost plus pricing and get more margin through alternate pricing structures.  And, if you’ve ever wondered how to correctly evaluate a managed inventory agreement to see if it is profitable at various margins, the book shows how to use common financial techniques to evaluate an integrated supply or VMI.

The book also discusses price bundling and pricing warfare strategies.  Don’t miss this offering and chance to increase your profits by capturing value through better strategic pricing management.