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(Tues) Managing Grey Market and Channel Conflict with Kimberly Long & Gene Methemy

(Tues) Managing Grey Market and Channel Conflict with Kimberly Long & Gene Methemy


Managing Grey Market and Channel Conflict in a Global Pricing Environment

Better service pricing requires strong building blocks for success. These building blocks must follow a progressive pricing maturity curve as well as embrace strategies to manage channel partners, both global and regional, and include specific grey market strategies to limit margin loss. Failure to establish an all-encompassing global pricing strategy will wreak havoc on your organization, leading to decreased profitability, customer dissatisfaction, price wars and much more.

It is crucial for organizations to design the right channel structure, develop aligned business goals across their channel partners, effectively communicate, appropriately segment their business and clearly define channel definitions. The inability to do this can lead to channel partners acting alone in their own short-term interest resulting in channel conflict.

Join this session to learn how to create and maintain the overall channel success that results from having all channel partners working together under the same guidelines.

Attendees will learn:

  • How to leverage global pricing organization strategies
  • Ways to keep channel partners engaged both regionally and globally
  • Strategies for avoiding margin loss through specific grey market strategies

    Meet Your Instructors

    Kimberly Long
    Solution Consultant, Syncron

    Kim Long is currently a Solution Consultant at Syncron where she is responsible for working with prospects and customers to help identify and quantify areas of opportunity related to pricing and design the winning solution vision. For the last 14 years, she has worked directly with some of the world’s largest distributors, industrial manufacturers and service companies in the areas of pricing strategy, profit management, performance measurement and process re-engineering. Prior to this, Long spent 20 years at OfficeMax where she centralized all pricing functions including contract management, RFP requests, price strategy, setting and maintenance.

    Gene Methemy
    Managing Director, Carlisle & Company

    Gene Methemy is a Managing Director at Carlisle & Company where, for the last 17 years, he has worked with original equipment and parts manufacturers on all aspects of the parts business including revenue management, supply chain, and operations. He is currently responsible for pricing, promotion management, and channel strategy. Prior to joining Carlisle & Company, Methemy was a senior manager at CGE&Y (formerly Ernst & Young) and held positions at General Electric and Lockheed Martin. He holds a BS in Electrical Engineering from the University of Missouri at Rolla and an MBA from Northeastern University in Boston.