Distributor Weekly Pandemic Revenue Index (PRI): July 6 –10, 2020

Written by Mike Emerson on Tuesday, 14 July 2020. Posted in Pandemic Revenue Index

Each week, we track snapshots of year-over-year distributor revenue with our Pandemic Revenue Index (PRI). The sample size for the week of July 6 - 10 is 10 firms — the same as last week.

IRCG Pandemic Revenue Index July 06 10 2020  

This week’s index shows a decrease in sales of 7.4% compared to the same week in 2019, which represents a return to values seen in June after last week’s holiday-driven anomaly increase. Last week aside, there appeared to be some stabilizing both of the index and of its component companies.

The index seems to be settling in to declines in the mid-single digits. Most participating companies are also showing consistency from week-to-week and not the dramatic swings we saw back in April. 

Three participants posted gains this week, while only one posted a decline greater than 20%. Although the index is showing stability, the situation around the country is far from it as lockdowns are starting to remerge. 

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.

We would still like to increase our sample size for this PRI. If you’re interested in helping the industry through these uncertain and unprecedented times, please reach out to Mike Emerson at memerson@ircg.com.  

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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