MARGINS AND PROFITABILITY

As distributors respond to COVID-19, they are noticing the limitations of traditional recessionary response such as cost reduction and working capital preservation. This recessionary response may not be optimal due to the foundational constraint of this recession: social distancing. This factor affects face-to-face sales directly. The effective transition of sales and margin teams is going to be the deciding factor for profitable revenue recovery in this unique environment.

As distributors respond to COVID-19, they are noticing the limitations of traditional recessionary response such as cost reduction and working capital preservation. This recessionary response may not be optimal due to the foundational constraint of this recession: social distancing. This factor affects face-to-face sales directly. The effective transition of sales and margin teams is going to be the deciding factor for profitable revenue recovery in this unique environment.

Margins & Profitability:

Build Your Recovery Roadmap

What is your plan of action? What are the strategic offensive and defensive moves? Who is accountable? How is the industry responding? What are the critical success factors during the transition? This workshop will help you find answers to all these outlying questions.

ActVantage recommends 3 participants per company: a key C-level leader, the chief sales leader and chief pricing leader.

What you will learn: 

  • 4-step roadmap to revenue recovery
  • Leverage analytics to focus selling effort, in the absence of field data
  • Five pricing rules to defend and optimize margin & profitability
  • How to navigate margin exceptions strategically
  • How to detect blind spots through company-specific consultation

Workshop Breakdown:

  • Assess: Attend two-focused online modules to learn revenue and margin recovery best practices
  • Collaborate: Your team develops a recovery roadmap addressing your priorities based on guidelines from the sessions
  • Transform: The final company-specific review session aims to provide feedback on your recovery roadmap by identifying blind spots

When:

Module 1 – June 17, 2020 at 2-3:30 EDT
Module 2 – June 24, 2020 at 2-3:30 EDT
Module 3 – Scheduled session 2 weeks following the second module

Pricing:

$999 for training and final review consultation

*Pricing is per company. ActVantage recommends 3 participants per company: a key C-level leader, the chief sales leader and chief pricing leader.

Register

Presenter

Pradip Krishnadevarajan

Pradip is passionate about using an approach that combines data and coaching to help companies drive profitable growth. He is recognized in the industry as a thought leader, with 15 plus years of experience assisting hundreds of companies directly while co-authoring 7 inspiring books that are consistently among the NAW Institute’s Top 10 Best Sellers.

Presenter

Senthil Gunasekaran

Senthil is passionate about driving profitable growth through analytics. An engineer at heart, he brings a quantitative approach to business challenges, leading to unbiased solutions to optimize value. Having deployed best practices across hundreds of distributors over two decades, he believes in the critical role of people in making or breaking analytics. His solutions & frameworks, are part of his seven best-selling books at NAW.