Distributor Weekly Pandemic Revenue Index (PRI): May 25-29, 2020

Written by Mike Emerson on Tuesday, 02 June 2020. 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). We would like to increase the sample size and are asking you to consider helping the industry through these uncertain and unprecedented times. If you are interested, reach out to Mike Emerson, at memerson@ircg.com. The sample size for the week of May 25-29 is 10 firms, which is the same as last week.

After 10 weeks of sales declines including nine weeks of double-digit declines, last week showed an increase in sales relative to last year, albeit very small. As a point of reference, Memorial Day fell in the same week last year, so the comparison is between two short business weeks.   

IRCG Pandemic Revenue Index May 25 29 2020

The results were driven by four companies showing growth, with three showing double-digit growth over the same week in 2019. The growth was not localized as the participants hail from the West Coast, Mid-Atlantic, Midwest and Southwest regions. Eight of the 10 participants showed improvement from the prior 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. Let’s hope this upward trend continues.

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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