FOR INTERNAL USE ONLY! SPRING 2018
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Y OUR WIR E , CAB L E , AND C O ND U I T CO NNECT IO N
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Margin MATTERS
By Bob Pessamato and Rick Gunter, Pricing Team Did you know? The best way to protect margin is to use system pricing, especially when costs rise. Wire, Cable, and Conduit tends to have volatile costs, and our pricing rules and contracts are usually set up to account for this. We tend to lose margin if an order is processed at a previous price or a lower customer requested price, instead of the updated system price. This is contractual in Global Accounts, and so the methodology of changing to the updated price is already agreed upon by the customer. The top 3 margin initiatives for Wire, Cable, and Conduit are: • Belden Variable Frequency Drive (VFD) Sales Solution • Portable Cord campaign (coming soon)
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• Global Account SLAP Campaign – developing a Wire and Cable specific “Strategic Lead Acceleration Program” kit to be utilized by the Global Account Managers (coming soon) 1