Distributor Weekly Pandemic Revenue Index (PRI): February 1-February 5, 2021

Written by Mike Emerson on Thursday, 11 February 2021. 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 February 1-February 5 is 13 firms.

IRCG Pandemic Revenue Index Feb 01 05 2021

The beginning of February brings the index back to double digit growth with this week’s index at 14.1% when compared to sales from the same week in 2020. It’s been nearly five months since we’ve seen anything material on the negative side.   

Eleven respondents reported increases ranging from mid-single digits to above 50%, while two companies saw declines. 

As we near the one-year anniversary of the index, we’ll be publishing some of the trends we’ve seen for the past 12 months as we wind the index down.

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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