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Pricing Practice
Are you overpaying OR underpaying your dealers, distributors and reps through the discounts you provide?
Does your discount structure align with your marketing plan?
The majority of companies cannot answer the above questions, and even when they can, often they don't know what actions to take. Overpaying generally reduces the "street price" of your products, lowering your revenues and profits. Underpaying may be worse. It causes your channel partners to under perform on your behalf, resulting in declining customer satisfaction, sales and market share.
For over 30 years, Frank Lynn & Associates has worked with global manufacturers providing thought leadership on channel discount structures. In 1994, we developed a "performance-based" philosophy regarding discount structure design ("channel compensation").
In addition, we developed a discount structure audit designed to identify opportunities to improve channel effectiveness through innovative discount structure methods. Many of our clients have utilized our audit, applied the concepts to their business and are reaping powerful results. To discuss an audit call Karl Edmunds at (312)558-4866.
John Henderson, President and Chief Executive Officer of Frank Lynn & Associates, leads our pricing and discount structures practice. In addition to John Henderson's numerous pricing engagements from diverse groups of manufacturers, he leads a one-day workshop at our corporate office four times per year specifically dealing with pricing and discount issues. We also invite a leading attorney to present strategies to deal with the Robinson-Patman Act and its implications to manufacturers. Click here to find out more about our Discount Structure Dynamics Workshop.
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| October 21, 2010 |
| Professional Sales Channel Management |
Using proven management tools, frameworks and methods to prepare channel managers to drive sales and market share through indirect sales channels.
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