Managing Multichannel Pricing
Strategies and Tactics for Profitable Pricing Alignment Across Multiple Sales Channels
While multichannel pricing tends to get a lot of attention in consumer retail spaces, the challenges are certainly present in B2B environments as well. In addition to balancing direct or ecommerce sales with indirect channel sales, B2B pricers also have to think about the various levels of the supply chain they might be engaging with---first and second tier distribution, specialty or regional distributors, value-added resellers, brokers, integrators, and so on. With so many channels in the mix, the potential for conflict and margin erosion is significant and you need to take a thoughtful approach. In this on-demand webinar, you'll learn about:
- Strategies, tactics, and tips for minimizing the potential for channel conflict and dealing with it when it does occur.
- Considerations for ensuring and policing pricing compliance through approaches such as minimum advertised pricing (MAP).
- How to leverage techniques like market mapping and market research to make more deliberate and strategic channel choices.
- Making accurate cost-to-serve and profitability comparisons and managing off-invoice expenses and concessions.
This webinar is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
-
Leveraging Peer Pressure to Improve Pricing
This tutorial provides insight into salespeople's behavior and outlines an effective game plan for motivating your sales team to police themselves and close more deals at their target prices.
View This Tutorial -
Three Types of Buyers That Don't Buy on Price
Research says that 60-70% of buyers aren't price buyers---lower your price for them and you just give margin away. Learn how to identify the types of buyers where additional discounts won't help you win the business.
View This Diagnostic -
How to Hire Great Pricing People
How do you identify pricing candidates with the raw materials to be most successful? In this on-demand webinar, you'll learn the most important attributes you should be looking for when building your team.
View This Webinar -
The Fundamentals of Value-Based Pricing
Value-based pricing is like any other business practice in that most of the power comes from mastering the fundamentals. In this on-demand webinar, learn the core concepts and essential processes that generate the most bang for the buck.
View This Webinar
Why Subscribe?
When you join your peers and become a PricingBrew Journal subscriber, you get immediate access to this webinar as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial pricing topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in pricing who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific pricing challenges