Distributor Weekly Pandemic Revenue Index (PRI): February 22-February 26, 2021

Written by Mike Emerson on Tuesday, 02 March 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). The index was created in March 2020 to try and provide a contemporaneous view on prevailing business conditions as the coronavirus began disrupting business. The index is made up of wholesale distribution companies in different industry verticals across the United States. Participants include companies with local and national footprints. The sample size for the week of February 22-February 26 is 13 firms.

IRCG Pandemic Revenue Index Feb 22 26 2021

Next week will be a complete year since the world changed during the second week of March 2020. This will be the penultimate publishing of the PRI. After next week, year-on-year sales change will have much less meaning as our baseline will no longer be before the pandemic. 

This week’s index returns to double digit growth after last week’s weather induced drop-off. Seven respondents reported increases with three greater than 50% while six companies saw declines ranging from 3% to 11%.   

After 51 weeks, the average weekly change of the PRI is -.28%. Four companies have seen double-digit growth during the period while two have seen double-digit declines.

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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