Distribution Edition: 2024 Global B2B Distribution Benchmark

B2B distribution companies operate with a standard underlying cost in their business that they do not fully realize – the cost of poor pricing and sales practices. These include misaligned market pricing, inconsistent pricing, customer churn and lack of adequate cross-sell.

The 2024 release of Zilliant’s popular Global B2B Benchmark Report: Distribution Edition features a new category – the cost of inefficient pricing processes.

Broadly, inefficient pricing processes occur when pricing and sales teams must rely on heavily manual processes and calculations, and thus the time to update prices when costs change, and quote response time is far too long and costly.

Globally, B2B distribution companies consistently lose up to 28.47 percent of annual revenue and up to 15.7 percent of annual margin; for a $1 billion company this equates to as much as $284.7 million in annual lost revenue and $157 million in annual lost margin.

Read the report to learn how distributors perform globally when it comes to:

• Customer churn 
• Missed cross-sell 
• Inconsistent pricing 
• Misaligned market pricing 
• Inefficient pricing