Distributor Weekly Pandemic Revenue Index (PRI): August 31-September 4, 2020

Written by Mike Emerson on Wednesday, 09 September 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 31-September 4 is 12 firms, which is the same as last week.

IRCG Pandemic Revenue Index August 31 September 04 2020

This week’s index shows a sales increase of 29.2% over the same week a year ago, which is driven by Labor Day falling during this same week in 2019. Thus, resulting in a five-day week in 2020 vs a four-day week in 2019. Considering there were 25% more selling days in 2020, a normalized increase would be 3.4%. We’ll see to what degree the trend occurs in reverse next week.

Even with the five days vs four comparison, one participant saw a sales decrease. The increases ranged from 5% to 70%, which adjusted for the additional selling day would equate to negative 16% and positive 36%.   

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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