Distributor Weekly Pandemic Revenue Index (PRI): August 17-21, 2020

Written by Mike Emerson on Tuesday, 25 August 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. The sample size for the week of August 17-21 is 12 firms, which is the same as last week.

IRCG Pandemic Revenue Index August 17 21 2020

Sales have continued to display strength in August beyond the normal month-ending uptick we observed to close out July. This week’s index shows an increase in sales of 1.1% compared to the same week in 2019.

For the first time in five weeks, sales gains and losses were not evenly split among participants. Only five of the index participants saw a sales gain vs the same week in 2019. The sales gains ranged from 1.0% to 28.9% with the decreases ranging from 4.0% to 16.4%. The most significant decrease, coming in under 20%, has only occurred one other time in the last 23 weeks. 

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.

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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