Distributor Weekly Pandemic Revenue Index (PRI): June 8-12, 2020

Written by Mike Emerson on Tuesday, 16 June 2020. Posted in Pandemic Revenue Index

Each week, we track a snapshot of year-over-year distributor revenue with our Pandemic Revenue Index (PRI). The sample size for the week of June 8-12 is 10 firms, which is the same as last week.

IRCG Pandemic Revenue Index June 08 12 2020

After seeing the index rise from its depths in mid-April to being relatively flat for the last two weeks, the index showed a decline this past week, with sales dropping 8.5% compared to the same week in 2019.

On the bright side, the decline is smaller than any of the weeks between late March and mid-June.

Half of the distributors in the index saw improvements over the previous week, but the declines from the other half outweighed those that increased. The swings in business this week were very large — much larger than what we’ve typically seen previously. The largest swing versus last week was 34% and the average was 13.4%. With this level of volatility, we can’t be certain where things are headed.

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 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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