Winning deals without losing margin

Every distributor sales team has felt the pressure to discount to win a deal, often without knowing the real margin impact until it's too late to change course. But most distributors already operate on incredibly tight margins and don't have it available to give away.

In this session, Phocas Sales Specialist Divya Orr unpacks why margin erosion is usually a visibility problem, not a pricing one.

We'll cover:

• What we're hearing from distributors across the market about the pressure to discount — and the margin it's quietly costing the business
• Negotiating on price vs. negotiating on value and why visibility is what separates them
• Why margin discipline on every deal is one of the fastest ways to grow your profit without growing your top line revenue
• How dedicated software and AI can help your reps and branches report on and dig into their margin — spotting which customers and products are highest and lowest margin, and where past deals protected margin and where they didn't

This session is designed for sales and regional leaders who want their teams to know where they're winning on margin, and where they need to tread more carefully on their next deals.