Our Chief Pricing Officer explains why many distributors don't have one pricing strategy. They have as many as they have sales reps.

We are proud to have ProfitOptics Chief Pricing Officer Brian Cox featured as a guest contributor in Distribution Strategy Group. His article, "250 Sales Reps, 250 Pricing Strategies," is live now on distributionstrategy.com. DSG has become one of the most influential voices in the industry, giving wholesale distributors the sharp thinking and tools they need to lead change. Being part of that conversation is an honor.

Brian wrote the piece around a pattern he runs into constantly. Ask a room of distribution leaders whether they have a pricing strategy and every hand goes up. Ask how often two reps price the same deal the same way, and the room gets quiet. Pricing tends to drift one quote at a time, until a company ends up with dozens of unofficial strategies nobody ever designed. In the article, Brian breaks down how that happens, why sales and pricing each tend to see only half of the picture, how compensation can quietly work against pricing discipline, and what the most effective distributors do to get everyone starting from the same foundation.

That focus is close to home for us. Helping distributors price with more consistency and confidence, and protect margin without piling on red tape, is the work we do every day. Read Brian's full article on Distribution Strategy Group: "250 Sales Reps, 250 Pricing Strategies." While you are there, subscribe to keep their insight coming.

About Brian Cox

Brian Cox is Chief Pricing Officer at ProfitOptics, where he helps distributors and manufacturers unlock margin growth and performance through smarter pricing. With more than two decades of experience leading pricing and revenue management at multi-billion-dollar companies, Brian has built pricing organizations, implemented enterprise-wide platforms, and guided teams to align sales, finance, operations, and merchandising around one goal: sustainable growth.