Our industry expertise
for the wholesale
The wholesale trade is facing enormous challenges. More and more end clients are buying supposedly easy-to-install products on the internet. Moreover, an increasing number of manufacturers are taking the route of 2-tier distribution: they simply leverage the wholesaler. However, the large number of products, clients and transactions also offers enormous potential for improved revenues (keyword: Big Data). As experts for data-based analyses, EbelHofer Consultants offers wholesalers differentiated concepts for differentiated approaches, especially in the areas of pricing and distribution.
The complex assortment and product portfolio of a wholesaler requires very differentiated and elaborate pricing. Due to the increasing competitive pressure and the high price transparency caused by the internet, pricing pressure is increasing and margins are shrinking. EbelHofer Consultants develops customized solution concepts and effective tools in the following areas (examples):
- Definition of the overall pricing strategy
- Development of a uniform, differentiated product segmentation
- Data- and value-based customer segmentation
- Revision of product pricing, conditions and bonuses
- International price differentiation
In our projects, we often observe the passing on of the non-binding sales price to the customer. A customer value-based revision of gross prices therefore holds great potential for increasing profits. EbelHofer Consultants already successfully supports many companies in the context of gross pricing:
- Evaluation of current gross pricing
- Identification of price and value drivers
- Development of a value-based, differentiated price structure
- Estimation of willingness to pay
- Tool-supported implementation
An important revenue driver in the context of price management is the skimming of different customer segments' willingness to pay. Therefore, EbelHofer Consultants develops performance or revenue related pricing systems and realizes possible revenue potentials:
- Development of customer discount groups
- Determination of optimal discount structures
- Development of net price lists
- Design of a performance-based bonus system
- Simulation of sales and profit effects through price changes
The customer-specific classification into a pricing system is very time-consuming and is carried out with different degrees of success in sales. EbelHofer Consultants has the experience for price enforcement in sales, develops customer specific tools and accompanies the process until the optimal implementation. The direct applicability of the tools by the sales force always has utmost priority:
- Definition of an efficient and effective customer rating process
- Identification of best practices
- Development of instruments and tools for the sales force
- Determination of the benefit / added value for the customer
In every company there are top sellers who achieve better prices than their colleagues. EbelHofer Consultants has identified and systematically processed the best practices of top sellers in various projects. The result: pragmatic approaches and well-founded training materials for individual sales training. On this basis, price enforcement in sales has been optimized in many companies:
- Development of an argumentation guide for pricing negotiations
- Establishment of value teams in the organization
- Development of product-specific value cases with quantifiable customer benefits
- Design of individual training and education materials