Zilliant Blog

February 27, 2020

Manufacturing | Pricing

[PODCAST] Industrial Manufacturers: Go-To-Market Complexities Shape Pricing Strategy

This episode ofB2B Reimaginedexplores the pricing dynamics and business challenges for companies in the industrial parts and equipment manufacturing industry. Zilliant Customer Success Director Nathan Rabold stopped by to share the knowledge he’s gained from working on the front line with clients in...

February 25, 2020

Pricing

To Improve the Bottom Line, Start at the Top

To Improve the Bottom Line, Start at the TopGross margins are important to executives in all business cycles. The pressure never seems to be turned off, in good times or not so good.In times of economic expansion, as we have seen for most of the last decade, margin pressure has continued to increase...

February 11, 2020

Economic Trends | Pricing

Why the Eventual End of Tariffs Isn't the End of the Threat (And What You Can Do)

With the January 15 signing of a “Phase 1” trade deal with China, the U.S. tariff actions may be inching closer to a resolution. For many U.S. manufacturers and distributors, the prospect of tariffs in the rear-view mirror should be a call for celebration, right? Not so fast… The transition period,...

February 06, 2020

Distribution | Sales | Pricing

Not Your Average Truck Show: Heavy Duty Aftermarket Week (HDAW)

Heavy Duty Aftermarket Week (HDAW) was held last week in Grapevine, Texas. It’s the largest North American gathering of the independent heavy-duty truck industry. This year, more than 2,800 executives and managers representing 761 companies attended from the U.S., Canada, and 17 other countries. Man...

January 28, 2020

Pricing

Developing the New Pricing Leader

The role of Pricing Leader has shifted rapidly in recent years and promises to continue to do so along lines formed by the intersection of Big Data, cloud-based technologies and evolving business processes.This intersection will put real-time dynamic pricing in the hands of those who need it most (p...

January 21, 2020

Deal Management | Pricing

Why Pricing is the Key to Digital Transformation Margin Growth

It’s no secret that manufacturers across the industry spectrum are embracing digital transformation to stay competitive and innovative. The speed of technological advancement and the risk of lagging behind the rest of the market combine to make digital the table stakes of 2020. According to the RSM...

January 07, 2020

Economic Trends | Pricing

Talking Tariffs - Pricing Strategies to Hold the Line on Margin

In the U.S., another round of tariffs was announced on imports from Argentina and Brazil, building upon the substantial tariffs imposed on Chinese imports in August and a looming $300 billion tariff action proposed for January 2020. The ripple effects are being felt by manufacturers, whose costs are...

December 13, 2019

Economic Trends | Pricing

Talking Tariffs - What are Tariffs, How Do They Work, and What Does It All Mean for B2B Pricing

In the U.S., another round of tariffs was announced on imports from Argentina and Brazil, building upon the substantial tariffs imposed on Chinese imports in August and a looming $300 billion tariff action proposed for January 2020. The ripple effects are being felt by manufacturers, whose costs are...

November 27, 2019

Distribution | Sales | Pricing

3 Winning Plays for Building Products Distributors to Run in 2020 and Beyond

Monday, on the warehouse floor: “Did you get this alert that just popped up on my News app? A recession is coming any day now.”“I did see that. And didn’t one of our biggest clients cancel half its order last month?”“The writing is on the wall, I guess. How are the folks upstairs going to help us ge...

November 27, 2019

Distribution | Sales | Pricing

No Hype Here: 3 Strategies for a Bright Future in Electrical Distribution

You can’t throw a rock or open a browser window these days without hitting more Amazon Business hype. It’s enough to make many in the electrical distribution trade want to throw a rock through their browser window. Last year, Amazon Business hit $10 billion in sales, about $600 million of which cam...

October 29, 2019

Sales | Pricing

Equipping Sales Reps with Intelligent Price Guidance

MindShare Europe, the leading B2B pricing and sales conference, is taking place on 13 November in Paris, France. One of the main reasons B2B professionals attend is to watch their peers on stage discussing how they overcame complex business challenges with innovative technology and by changing the w...

October 22, 2019

eCommerce | Pricing

Omnichannel Pricing: How to Relate B2B Prices to the B2B2C Market

MindShare Europe, the leading B2B pricing and sales conference, is taking place on 13 November in Paris, France. One of the main reasons B2B professionals attend is to watch their peers on stage discussing how they overcame complex business challenges with innovative technology and by changing the w...

October 16, 2019

Pricing

Making Price a Customer Satisfaction Driver

MindShare Europe, the leading B2B pricing and sales conference, is taking place on 13 November in Paris, France. One of the main reasons B2B professionals attend is to watch their peers on stage discussing how they overcame complex business challenges with innovative technology and by changing the w...

September 30, 2019

Economic Trends | Pricing

The Tangled Web of B2B Price Management

The life of a pricer is hectic. Control is elusive as you toil through your day-to-day at the unpredictable whims of marketplace triggers. As external forces present themselves, your company’s corporate office reacts quickly and expects the pricing team to do the same. Suddenly you’re getting conc...

August 22, 2019

Economic Trends | Pricing

Why Recession Fears Shouldn’t Usurp Price

It can be hard to avoid talk of inverted yield curves or decelerated growth each time you turn on the TV or log on to your industry web site of choice. You’re probably also feeling the pressure in the real world of your own business more frequently. Whether driven by tariffs, a decrease in demand or...