Distributor Weekly Pandemic Revenue Index (PRI): June 22-26, 2020

Written by Mike Emerson on Tuesday, 30 June 2020. Posted in Pandemic Revenue Index

Each week, we’ve been tracking snapshots of year-over-year distributor revenue with our Pandemic Revenue Index (PRI). The sample size for the week of June 22-26 is 10 firms — the same as last week.

IRCG Pandemic Revenue Index June 22 26 2020

The best word to describe the status of the index is “uncertain.” This week, we saw an 11.4% decline in sales compared with the same week in 2019. Last week’s decline mirrors the decline from one month ago (May 18-22).

Where it goes from here is anyone’s guess, although macro signs point down with delays and even some reversals on relaxing pandemic-related restrictions. 

There remains a fair amount of sales volatility among the distributors participating in the index. Two participants posted gains and four participants posted improvements relative to last week. Yet, five companies saw their biggest declines since before the first week of May. 

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 and are asking you to consider helping the industry through these uncertain and unprecedented times. If you’re interested, 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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