Tips for Combatting Pricing Overrides from Industry Leaders

When salespeople override pricing matrices or other predefined prices, they commonly sacrifice about 10 margin points. For many distributors, overrides represent 20, 40, or even 60 percent of their revenues – which reduces EBIT by 2.0, 4.0 or 6.0 percentage points, effectively shrinking EBIT by 33 percent or more. In a weakened economy, with increased competitive pressure and customer haggling, these losses can quickly grow, chipping away at much-needed profitability.

In this webinar, you will have the chance to hear firsthand from distributors who have shown success in making significant and meaningful reductions to overrides and improved their bottom line. View the recording for a candid conversation that includes:

  • Tactics and strategies to gain and maintain sales team buy-in and reduce exceptions
  • The ongoing role of leaders and managers in communication and pricing oversight
  • How to leverage compensation & targeted incentives to change behavior
  • How much to involve the sales team in standard pricing creation
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