Distributor Weekly Pandemic Revenue Index (PRI): April 27-May 1, 2020

Written by Mike Emerson on Monday, 04 May 2020. Posted in Pandemic Revenue Index

Each week, we’ll be tracking a snapshot of year-over-year distributor revenue with our Pandemic Revenue Index (PRI). We would like to increase the sample size and are asking you to consider helping the industry through these uncertain and unprecedented times.  If you are interested, reach out to Mike Emerson, at memerson@ircg.com.

This week’s index shows a sales decline over the same week in 2019 of 18.9%. The sample size for the week of April 27-May 1 is 10 firms, which is the same as last week. Of the 10 companies in the survey, nine saw declines versus last year with a maximum decline of 43%. We now have six weeks of double-digit average declines.

IRCG Pandemic Revenue Index April 27 May 01 2020 v3

Although there is a fair amount of conflicting information, the infection rate in the U.S. appears to be rather steady and the death toll does not appear to be declining near the rate all of us would like. The next few weeks will be very telling as the stay-at-home orders are lifted and human interactions increase.

Let’s hope everyone remains judicious and commerce can ramp up without everything getting shut down again. If there’s any good news, it’s that half the participants saw declines less than what they were a week ago.

Thanks for following along with us as we analyze the impact of this pandemic. As we collect more experiences, we will continue to share patterns as they emerge. The next few weeks should be interesting as states begin to restart their economies. Stay tuned.

About the Author

Mike Emerson

Mike Emerson

Mike Emerson has been a IRCG partner since 2004. Mike joined Indian River in 1998 and has worked with hundreds of distributors and manufacturers of all sizes and within many lines of trade.

As a Partner in the firm, Mike has managed a broad array of projects. His main focus areas include: compensation design, strategy facilitation, market research, and data modeling and analysis.

Mike writes extensively on distributor and marketing channel topics and is frequently quoted on contemporary issues. He has authored four books, published by NAW: What’s Your Plan? Smart Salesforce Compensation in Wholesale Distribution, Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully, Value Creation Strategies for Wholesaler-Distributors and What’s the Right Plan? Effective Sales Incentive Design for Wholesaler-Distributors. Mike is also a university lecturer on marketing topics.

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