The 4 Pillars of Profit Improvement

Feb. 28, 2024, 9 PT/12 ET

Join us for an exclusive webcast on "The 4 Pillars of Profit Improvement" with Dr. Albert Bates, a luminary in the field of distribution profitability. In this timely presentation, Dr. Bates will delve into the remarkable surge in profitability levels within the distribution sector, where profit margins have soared from a historical 3.0% to an unprecedented 5.0% and beyond in the past two years.

This session promises to be a celebration of success while also addressing the looming challenge: sustaining these profit levels as the economic landscape shifts. 

Dr. Bates will dissect the critical role inflation has played in driving profits to new heights, a factor often viewed with disdain yet undeniable in its impact. Through a detailed examination, participants will gain insights into the mechanics of inflation-driven profitability and the lag in expense increases that has temporarily buoyed profits. 

More importantly, this webcast will pivot to the strategic actions necessary to maintain and potentially elevate profit margins in changing economic conditions. Dr. Bates introduces the "4 Pillars of Profit Improvement," a pragmatic framework designed for distributors to navigate the competitive tumult and secure enduring profitability. Each pillar – Sales Growth, Gross Margin, Payroll Expenses, and Non-payroll Expenses – will be explored in depth, offering attendees a comprehensive blueprint for profit planning. 

Our Guest

Al Bates

Al Bates, Distribution Performance Project

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Thank you to our sponsor:


About our guest:

Al Bates

Al Bates

Principal, Distribution Performance Project

Dr. Albert Bates is Principal of the Distribution Performance Project, a research and education entity focusing on distribution. He makes about 100 presentations each year on topics such as Improving the Bottom Line, Doing More with Less and Pricing for Profit. He also heads the firm’s investigation into profitability research for over 50 different trade associations. He has published widely in both the professional and trade press, including in the Harvard Business Review and the California Management Review. He has also authored eight books on financial planning for businesses. 

About our host:

Ian G. Heller

Founder & Senior Partner, Distribution Strategy Group

Ian Heller is Founder & Senior Partner at Distribution Strategy Group, and has more than 30 years of experience executing marketing and e-business strategy in the wholesale distribution industry. He has written and spoken extensively on the impact of digital disruption on distributors.