Copyright 2020 - Modern Distribution Management

Disruption and What You Can Do About It

Learn how top B2B distributors are using analytics to manage their negotiated customer contract pricing to improve win rates and increase profitability. The biggest profit loss for distributors is Customer-Specific Pricing (CSP), especially when you are facing tariff-driven price increases. Two distribution pricing experts will share how they stay on top of a record number of manufacturer price changes.
We will present three proven programs to improve your contract pricing:

  1. Contract renewal date review calendar
  2. Price increase push-back tactics when faced with an increase from a manufacturer
  3. Contract discipline process




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Brooks Hamilton

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About the Presenters

VP of Services and Methodology


Brooks Hamilton leads the Zilliant professional services organization, where he is responsible for ensuring successful implementation of pricing and sales growth projects for every Zilliant customer. Prior to his current role, Brooks worked in product management, he established Zilliant’s mid-market business unit and held a variety of management roles within the professional services organization. He has developed pricing models for customers that handle about $20 billion in sales. Brooks holds a Bachelor of Arts in Political Science and a minor in Economics from Rice University.

John Gunderson

VP Sales, Analytics & E-Business

Modern Distribution Management

Upgrade Your Customer-Specific Pricing to Win More Orders and Improve Profits

John Gunderson has held senior distribution leadership roles in analytics, marketing, e-business, category management, pricing and sales over a 20-year career across multiple distribution product sectors. He was previously Vice President of Marketing for EIS, an $800-million electrical and electronics distribution subsidiary of Genuine Parts Company.
In addition to EIS, Gunderson has led marketing teams for Anixter (formerly HD Supply Power Solutions), HD Supply Construction & Industrial – White Cap, and Crescent Electric Supply Company. He started his career as a "distribution runner" picking up supplies for a general contractor.