As STAFDA’s Profitability Consultant, Ken Brown quickly listed the top three concerns members regularly discuss with him: Pricing Strategy, Customer Profitability, and Sales Compensation. We knew this would make the perfect webinar! During this 60-minute program, Ken will cover:
Pricing Strategies: Using proven contemporary, data driven pricing strategies will likely improve members’ top line margins by 2% to 3%, which for most would translates into a 25% to 50% net profit improvement. This part of the webinar will highlight the benefits from leveraging pricing analytics and how making a change to a strategic pricing approach will have a positive impact on your sales team and company.
Customer Profitability: How often do you think about the net profit contribution from your customers? You probably ascribe customer value by measuring sales or gross profit and then ranking customers using those metrics. That may be okay for some, but wouldn’t it be better to make business decisions using your customers’ true value? Measuring cost to serve and determining customer profitability, will help bring clarity and insight into your decision-making process.
Sales Compensation: There is no one “best” sales comp plan for all distributors. What might be a great plan for your company, could be disastrous for another distributor. In this section, we will talk about various plan structures and what goes into designing a great sales compensation plan.
