Distributor Weekly Pandemic Revenue Index (PRI): June 29 – July 3, 2020

Written by Mike Emerson on Tuesday, 07 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 June 29 - July 3 is 10 firms, which is the same as last week.

IRCG Pandemic Revenue Index June 29 July 03 2020

This week’s index shows an increase in sales of 11.7% compared to the same week in 2019. This is a significant departure from what we’ve seen in previous weeks. The reason for the large increase is very likely due to Independence Day falling on a Saturday this year versus a Thursday last year. In 2019, from a practical perspective, there were three selling days in the week and four this year. That said, we’ll have to see what happens next week. 

Six participants posted gains this week, with two in the neighborhood of 50%. Eight out of 10 showed improvements relative to last week.

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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