Getting Your Buyer To Listen When Price Increases Are Detrimental To Getting Your Buyer To Listen When Price Increases Are Detrimental To

Getting Your Buyer To Listen When Price Increases Are Detrimental To Sales

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Source: LumiData

Date: November 2009

Type: Case Study

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Overview: After price increases for a variety of SKUs, a Key Account Sales Manager for Malt-O-Meal noted increasing declines in sales volume for four particular items. In response, she crunched the numbers, attempted to create an Excel sheet that would tell her story and make the case to her buyer. But she couldn’t make an impact –- the prices remained unchanged. And so she tried again. Nothing. Learn how SOLYS's dashboards and fact-based demand intelligence reports helped the supplier garner the ear of her buyer by appealing to what he could easily visualize.

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