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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.

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