Views
4 years ago

SUMMER 2019

  • Text
  • Carbon
  • Components
  • Distributors
  • Industrial
  • Manufacturing
  • Stainless
  • Products
  • Screws
  • Fasteners
  • Fastener
Distributor's Link Magazine Summer 2019 / Vol 42 No3

24 THE DISTRIBUTOR’S

24 THE DISTRIBUTOR’S LINK Nelson Valderrama Nelson Valderrama is the CEO of Intuilize, a software Service platform that specializes in helping mid-sized distributors transform data into profits. With more than 22 years’ experience as P&L manager executive for major PE firms and industrial distributors. Nelson has dedicated his career to help business uncover hidden competitive advantages and unleash the power of data in the new Digital Economy. For more information contact by email nelson@intuilize.com or visit www.intuilize.com YOUR PRICING IS THE KEY TO UNLOCKING FASTER GROWTH - PART 1 Imagine for a second that you had the opportunity to step back five years in time and have dinner with Jeff Bezos. You would probably pick his brain about eCommerce or his vision for expedited worldwide shipping…but Jeff might have another idea in mind. What if during that very dinner, Jeff openly said to you, “your margin is my opportunity”? As Amazon gets ready to hit Billion in revenue this year, you’d be crazy not to be paying attention to how they REALLY got there. Now let’s imagine that while having dessert, Jeff shared with you the chart below and asked you which product segment you think his team should focus on, based on gross margin? Imagine source: McKinsey CPAnalytics CONTRIBUTOR ARTICLE Now don’t worry, this is not another article about Amazon Business, this article is about you and what you can do for your company. As owners, executives and sales leaders all over our industry are thinking about growth, they’re all hustling to get more customers or sell more products to current customers, but very few of them are leveraging pricing to improve their business - which has the highest impact on growth. So let’s talk about how YOU can maximize your pricing power. Pricing is the Proven Lever That No One is Pulling Understanding the real opportunity in front of us is as simple as comparing the outcome for businesses when you increase 1% volume vs. a 1% increase in price. Luckily for us, Harvard Business Review has done the math for us back in 1992. As you can see in the next graphic on the next page, when a growth strategy is only focused on increasing volume, operating profits increase by 3.3% (assuming price remains the same). But if you increase prices by 1% (assuming the same volume), your operating profit will increase 11.1%. CONTINUED ON PAGE 130

  • Page 6 and 7: in the Summer 2019 issue of 6 DISTR
  • Page 8: 6 THE DISTRIBUTOR’S LINK Nautic P
  • Page 12: 10 THE DISTRIBUTOR’S LINK Laurenc
  • Page 16: 14 THE DISTRIBUTOR’S LINK Guy Ave
  • Page 30: 28 THE DISTRIBUTOR’S LINK INDUSTR
  • Page 34: 32 THE DISTRIBUTOR’S LINK SOLUTIO
  • Page 42: 36 THE DISTRIBUTOR’S LINK Jim Tru
  • Page 46: 40 THE DISTRIBUTOR’S LINK ROTOR C
  • Page 52 and 53: 46 THE DISTRIBUTOR’S LINK Anthony
  • Page 54: 48 THE DISTRIBUTOR’S LINK INDUSTR
  • Page 58: 52 THE DISTRIBUTOR’S LINK PARKER
  • Page 62: 56 THE DISTRIBUTOR’S LINK GLOBALF
  • Page 65 and 66: THE DISTRIBUTOR’S LINK 59
  • Page 68:

    62 THE DISTRIBUTOR’S LINK SPIROL

  • Page 72 and 73:

    66 THE DISTRIBUTOR’S LINK OBITUAR

  • Page 78 and 79:

    72 THE DISTRIBUTOR’S LINK WÜRTH

  • Page 80:

    74 THE DISTRIBUTOR’S LINK INTERNA

  • Page 83 and 84:

    THE DISTRIBUTOR’S LINK 77 TRUST B

  • Page 86:

    80 THE DISTRIBUTOR’S LINK WESTERN

  • Page 90:

    84 THE DISTRIBUTOR’S LINK ASTM IN

  • Page 94:

    88 THE DISTRIBUTOR’S LINK BEACON

  • Page 98 and 99:

    92 THE DISTRIBUTOR’S LINK Jo Morr

  • Page 100:

    94 THE DISTRIBUTOR’S LINK Cable T

  • Page 103 and 104:

    NCFA DISTRIBUTOR SOCIAL, WODIN INC.

  • Page 106 and 107:

    100 THE DISTRIBUTOR’S LINK MID-WE

  • Page 108 and 109:

    102 THE DISTRIBUTOR’S LINK G.L. H

  • Page 110:

    104 THE DISTRIBUTOR’S LINK Birmin

  • Page 114 and 115:

    108 THE DISTRIBUTOR’S LINK PACIFI

  • Page 116 and 117:

    110 THE DISTRIBUTOR’S LINK Earnes

  • Page 118 and 119:

    112 THE DISTRIBUTOR’S LINK MID-WE

  • Page 120 and 121:

    114 THE DISTRIBUTOR’S LINK J.W. W

  • Page 122 and 123:

    FASTENER FAIR USA DETROIT, MI - MAY

  • Page 124:

    118 THE DISTRIBUTOR’S LINK Deco P

  • Page 127 and 128:

    THE DISTRIBUTOR’S LINK 121 Produc

  • Page 129 and 130:

    THE DISTRIBUTOR’S LINK 123

  • Page 131 and 132:

    THE DISTRIBUTOR’S LINK 125 J.W. W

  • Page 134 and 135:

    128 THE DISTRIBUTOR’S LINK GUY AV

  • Page 136 and 137:

    130 THE DISTRIBUTOR’S LINK NELSON

  • Page 140 and 141:

    134 THE DISTRIBUTOR’S LINK BRUNO

  • Page 142 and 143:

    136 THE DISTRIBUTOR’S LINK ROB La

  • Page 144 and 145:

    138 THE DISTRIBUTOR’S LINK JIM TR

  • Page 146 and 147:

    140 THE DISTRIBUTOR’S LINK STAFDA

  • Page 148 and 149:

    142 THE DISTRIBUTOR’S LINK ANTHON

  • Page 150 and 151:

    144 THE DISTRIBUTOR’S LINK PARKER

  • Page 152 and 153:

    146 THE DISTRIBUTOR’S LINK LARRY

  • Page 154:

    148 THE DISTRIBUTOR’S LINK SOUTHW

  • Page 157 and 158:

    THE DISTRIBUTOR’S LINK 151 The Bo

  • Page 159 and 160:

    THE DISTRIBUTOR’S LINK 153

  • Page 162 and 163:

    156 THE DISTRIBUTOR’S LINK WÜRTH

  • Page 164 and 165:

    158 THE DISTRIBUTOR’S LINK ROMAN

  • Page 166 and 167:

    160 THE DISTRIBUTOR’S LINK SOUTHE

  • Page 168 and 169:

    162 THE DISTRIBUTOR’S LINK WESTER

  • Page 170:

    164 THE DISTRIBUTOR’S LINK BEACON

  • Page 173 and 174:

    FASTENER FAIR USA - WELCOME RECEPTI

  • Page 175 and 176:

    THE DISTRIBUTOR’S LINK 169

  • Page 178 and 179:

    172 THE DISTRIBUTOR’S LINK PWFA C

  • Page 180:

    174 THE DISTRIBUTOR’S LINK DISTRI

  • Page 183 and 184:

    fastenerlinks BRINGING YOU THE FAST

  • Page 185 and 186:

    fastenerlinks BRINGING YOU THE FAST

  • Page 187 and 188:

    fastenerlinks BRINGING YOU THE FAST

  • Page 189 and 190:

    THE DISTRIBUTOR’S LINK 183

  • Page 191 and 192:

    THE DISTRIBUTOR’S LINK 185 SOUTHE

  • Page 194 and 195:

    188 THE DISTRIBUTOR’S LINK BRUNO

  • Page 196:

    190 THE DISTRIBUTOR’S LINK ROBERT

  • Page 199 and 200:

    THE DISTRIBUTOR’S LINK 193

  • Page 202:

    196 THE DISTRIBUTOR’S LINK SEFA S

  • Page 205 and 206:

    Würth Industry North America (WINA

  • Page 207 and 208:

    THE DISTRIBUTOR’S LINK 201

  • Page 210 and 211:

    204 THE DISTRIBUTOR’S LINK JOE DY

  • Page 212:

    206 THE DISTRIBUTOR’S LINK SPIROL

  • Page 215 and 216:

    THE DISTRIBUTOR’S LINK 209

  • Page 218 and 219:

    FASTENER FAIR USA DETROIT, MI - MAY

  • Page 220 and 221:

    FASTENER FAIR USA DETROIT, MI - MAY

  • Page 222:

    FASTENER FAIR USA DETROIT, MI - MAY

  • Page 225 and 226:

    THE DISTRIBUTOR’S LINK 219 METROP

  • Page 228:

    FASTENER TECH ’19 - DONALD E STE

  • Page 232:

    advertisers index B BRIKKSEN STAINL

  • Page 236:

    advertisers index L THE LAB MATERIA

SHARE A PAGE FROM THIS MAGAZINE

OPTION 1: Click on the share tab above, or OPTION 2: Click on the icon (far right of toolbar) and then click on the icon (top right of the page).

Copyright © Distributor's Link, Inc. All Rights Reserved | Privacy Policy