When distributors want more market share and to improve their topline, margins tend to take a hit. But this isn’t a strategic approach, and it won’t make for healthy margins in the future.

During times of disruption like we’re experiencing today, strategy and process are incredibly important, and over-discounting and undercharging should be avoided.

For margin recovery that’s sustainable and effective, we’ve identified five rules to adhere to moving forward.

They are the rules of:

• Visibility: You cannot optimize what you do not see.
• Control: You cannot preserve profit if you do not lock costs.
• Ownership: You cannot achieve results if you do not create accountability.
• Focus: You cannot win big by not starting with your core business.
• Balance: You cannot ignore the role of autonomy and management.

In an article for MDM, we explore these five rules and how you can integrate them into your pricing strategy.

Conduct a pricing reset.