Distributor Weekly Pandemic Revenue Index (PRI): August 3-7, 2020

Written by Mike Emerson on Tuesday, 11 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 3-7 is twelve firms, which is an increase of two over last week. Several weeks of history from the new participants has been folded into the index so you’ll find slight changes to previously reported percentages.

IRCG Pandemic Revenue Index August 03 07 2020

This week’s index shows a decrease in sales of 0.8% compared to the same week in 2019. It’s interesting that the last two weeks very closely mirror what we saw at the end of May and beginning of June. The last week of the month showed very rare instances of growth with the following week showing a small decline. If the pattern holds, the next few weeks will show greater declines.

As was the case last week, half of the index participants saw a sales gain vs the same week in 2019. However, there was a much larger variance within the cohort with the best result being 38% growth and the worst performing at an offsetting 38% sales decline.

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. Next week we will have collected 26 weeks worth of data so we’ll be able to look at half year trends.

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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