Grainger was awarded a follow-on Schedule 51V contract by the General Services Administration.
Latest In Grainger
Company unveils paid annual membership program for registered multi-user business customers.
For the first nine months, sales were up 1.6 percent year-over-year.
Grainger, e-commerce dominate our latest most-read list.
Grainger may be missing big opportunities with its pricing initiative.
Avoid a one-size-fits-all approach to pricing.
Since the January launch of its pricing initiative, Grainger has seen significant declines in profitability. While this margin trend is expected to reverse in 2019, its existence may signal that the pricing process Grainger is pursuing is less than optimal. This article, part 2 in a series, analyzes the challenges Grainger faces in implementing its pricing approach and provides additional lessons for other distributors looking to improve their pricing strategies.
This article includes:
- What we know to be true
- Are Grainger’s web prices more optimal?
- Did Grainger miss the boat?
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What can other B2B distributors learn from watching Grainger’s pricing story unfold? Three tips for distributors.
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- Distribution M&A Playbook, pt. 2: The 8 Fatal Flaws in M&A
- Top Trends for 2017
- MDM Interview: Watsco Aims for ‘Bigger, Better, Faster’
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Optimal pricing should offer short- and long-term positives. Why are Grainger's margins down?
Grainger is proof that distributors need new pricing strategies.
As of Aug. 1, W.W. Grainger Inc.’s new web pricing strategy was to be effective for all 1.5 million SKUs on its website. The pricing strategy was launched to reverse unfavorable market share trends Grainger experienced in certain market segments in recent years. Part 1 of this two-part series looks at how the pricing initiative has played out to this point, along with lessons other distributors can learn from Grainger’s experience.
This article includes:
- W.W. Grainger Inc.’s new web pricing strategy
- How the pricing initiative has played out to this point
- Lessons other distributors can learn from Grainger’s experience
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. This article is available for purchase as a special report.
To access this page, you must purchase MDM Premium Subscription, MDM Premium Subscription – Monthly or MDM Premium Subscription – Annually.
What can other B2B distributors learn from watching Grainger’s pricing story unfold? Three tips for B2B distributors.
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Distribution M&A Playbook, pt. 2: The 8 Fatal Flaws in M&A
- Top Trends for 2017
- MDM Interview: Watsco Aims for ‘Bigger, Better, Faster’
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Activity also picked up in other sectors.
CEO: Action needed to 'speed the path of profitability.'
Sales for the first half of the year increased 1.7 percent year-over-year.
If it can’t dominate an industry digitally, Amazon will buy the bricks and mortar to get there.
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- Can Grainger Make it up on Volume?
- 2017 State of M&A in Distribution: ‘Never Been a Better Time to Sell’
- Don’t Confuse Rules with Policies
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HD Supply, Grainger, Wolseley, MSC Industrial adapt to new market realities.
New e-commerce platform offers more than 400,000 products in 32 categories.
Earlier this month, W.W. Grainger launched a new website, Gamut.com. It’s a natural waypoint on their digital transformation journey. It also illustrates challenges to traditional business models – and Grainger is not getting a hall pass on this one!
This article includes:
- Gamut.com's strategy
- How to target a niche market
- Grainger's vulnerability
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- Wholesale Distribution Disrupted, Part 2: Engage to Combat Disruption
- Top Trends for 2017
- ‘Digital Branch’ Strategy Drives AD eContent
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Gamut.com soft launched in early May targeting engineers and maintenance.
