Distributor Weekly Pandemic Revenue Index (PRI): September 28-October 2, 2020

Written by Mike Emerson on Tuesday, 06 October 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 September 28-October 2 is 13 firms, which is one more than last week.

IRCG Pandemic Revenue Index Sept 28 Oct 02 2020 v2

This week’s index shows a sales increase of 4.8% versus the same week in 2019. The eccentricities of the calendar are unlikely to be impacting the reported growth as both weeks in 2019 and 2020 included the last day of the month.   

Seven companies reported increases with five of them being double digits. The high was 32%. Of the four companies that saw decreases, the range was from less than 1% to 18%, so there is still a fair amount of variance among the participants. 

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.

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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