Price control for distributors, across every SKU and every account.
Ten thousand SKUs and 1,500 customers make 15 million possible price points. Cost-plus rules and rep judgment can’t manage that. We put in the price levels, guardrails and governance that can, usually with your first margin gains inside 60 days.
Where distributors lose margin.
Most mid-market distributors leak one to three points of margin through pricing. On $50M of revenue, that is $500K to $1.5M a year.
- Overrides become the price listWhen half your invoices carry a manual override, every negotiation is a giveaway.
- Supplier increases outrun your price updatesCosts move monthly while sell prices move once a year, and the gap comes out of margin.
- Customer agreements driftExpired terms, stacked discounts and forgotten concessions keep running long after anyone approved them.
- The long tail hides lossesThousands of low-volume SKUs and small accounts sell below cost-to-serve without anyone noticing.
Six levers we pull for distributors.
Matrix pricing and price levels
Price levels by customer class and product class, so reps start from the right number.
Floors, targets and a deal desk
Clear limits on discounts, with fast approval for the deals that deserve an exception.
Supplier increase playbook
Pass supplier and freight increases through by category, tracked against cost every month.
Customer-specific pricing audit
A customer-by-customer register of drift, expired terms and stacked discounts, with dollar values.
Rebates, MAP and freight
Rebate programs that buy growth instead of rewarding volume you would get anyway.
Cross-sell and retention
RFM segmentation and purchase-pattern analysis that give reps a list of who to call and what to offer.
What this looks like at real distributors.
One point of margin on a $100M distributor is worth about $1M a year, every year.
Try the calculator →Do you replace our pricing team?
No. If you have no pricing team, we act as one. If you have a pricing manager or analyst, we give them the analytics, process and senior backing to do more.
How fast do we see results?
The diagnostic takes 2–4 weeks from data receipt. We start on the highest-value actions right away, and most distributors see the first measurable margin recovery in 30–60 days.
What data do you need?
A standard order-line export from your ERP, plus cost files and customer agreements if you have them. We run a data health check first so everyone trusts the numbers.