Distribution Leader Panel:
Pricing Precision – Maximizing Profit Margins

Available on-demand

Join us for an exclusive panel discussion designed for distributors seeking to master the art of pricing precision and optimize profit margins. In this insightful session, a distinguished panel of seasoned distribution executives unraveled the strategies and best practices crucial for achieving pricing accuracy and driving profitability in a competitive market landscape. 

They discussed: 

  • Navigating Pricing Dynamics: Explore the intricate interplay between market demand, cost structures and competitive positioning to set optimal prices that maximize returns. 
  • Data-Driven Insights: Leverage advanced analytics and cutting-edge tools to harness data for informed decision-making, enabling precise pricing strategies. 
  • Effective Pricing Models: Gain insights into different pricing models and their applicability across diverse product lines and market segments. 
  • Aligning Pricing Strategies with Business Goals: Understand how to align pricing strategies with broader business objectives to enhance overall performance and competitiveness. 

This session includes: 

  • Practical Insights: Gain actionable insights and proven strategies directly from industry leaders. 
  • Q&A Session: Engage directly with our panelists during the Q&A session to get answers to your specific queries. 

Watch now on-demand. 


Scott Sinning

Scott Sinning, Pricing for Distributors

Brian Hopkins

Brian Hopkins, PMI Queen City

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Thank you to our sponsor:

About our panelists:

Scott Sinning

Scott Sinning

Founder, Pricing for Distributors

Scott Sinning is a former Vice President of Pricing Strategy at Graybar with 30+ years of experience in wholesale distribution. He founded Pricing for Distributors to help clients gain the clarity, confidence and capabilities needed to improve their pricing results. His practical approach will help you capture quick wins and sustained margin improvements. He is software agnostic and can independently assist with selecting or implementing pricing and rebate solutions.  

Brian Hopkins

Strategy Consultant, PMI Queen City

Brian Hopkins is recognized for his expertise in customer service and operational efficiency within the industrial distribution sector. His career trajectory showcases a series of impactful leadership roles, marked by innovation and strategic growth. 

Notably, at W.W. Grainger (2002-2011), Brian significantly enhanced call center operations and deployed the Grainger strategy by leading an operational staff of 7 direct reports and more than 800 employees in Illinois, Wisconsin, and Iowa Call Centers. His tenure as District Branch Operations Manager and Branch Manager demonstrated his proficiency in managing large-scale operations, overseeing 18 branches with $200 million in revenue, and effectively running a $25 million branch operation. 

Subsequent roles include driving operational and customer service transformation at HD Supply Power Solutions (2011-2015), leading customer experience innovations at Hisco (2015-2020) and enhancing multi-site customer service strategies at Redi Carpet (2020-2022) and AZP Multifamily (2022-2023). 

Brian Hopkins' career is a reflection of his unwavering dedication to customer service excellence and operational efficiency in industrial distribution. His tenure, especially at W.W. Grainger, has had a lasting impact, showcasing his capacity to innovate and lead in complex, multi-site operational environments. His academic background, including an MBA and a Bachelor of Arts in Business Management, complements his extensive practical experience. 

 Brian has consistently demonstrated his ability to lead, innovate, and drive sustainable growth across various operational landscapes. 

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.