What if a few smart pricing decisions could transform your distribution business’s profitability? Designed for current and aspiring distributor owners and leadership teams, this course dives deep into the strategies that separate industry leaders from the rest. You’ll discover how to identify profit opportunities, avoid common pricing pitfalls, and use disciplined systems to drive sustainable gains. Learn how to target pricing improvements, align incentives, and reinforce lasting results — all while maintaining strong customer relationships and organizational agility.
What You’ll Learn
Course Modules
Why Pricing is the Ultimate Profit Lever in Distribution
Reframe pricing as an executive discipline. Learn why small changes in realized price have outsized impacts on profitability.
Diagnosing and Addressing Pricing Erosion
Uncover the invisible ways pricing discipline breaks down — from price overrides and legacy pricing to branch inconsistency and misaligned incentives.
Understanding Customer and Product Mix for Price Realization
Look beyond average gross margin to evaluate customers by total contribution and use mix decisions to systematically improve realized margins.
Building Pricing Governance and Guardrails
Design the systems that sustain pricing improvement. Establish approval authority, escalation paths, and guardrails that protect margin and relationships.
Aligning Sales Incentives with Pricing Strategy
Understand how compensation shapes pricing behavior. Integrate contribution-based incentives into a broader governance framework.
Executing Targeted Pricing Improvements Without Disruption
Translate strategy into action. Avoid the risks of across-the-board increases, communicate changes confidently, and lock in gains organizationally.
Learn the systems, governance, and incentive strategies that turn pricing into a stronger profit lever.
Modules
6
Duration
3.5 hours
Who This Course Is For
This course is built for distribution company owners and leadership team members who are ready to treat pricing as a strategic, system-level discipline — and capture the profitability gains that come with it.