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Electrical Products Distributor Increases Gross Margin 250 Basis Points

White Paper Published By: Zilliant
Zilliant
Published:  Sep 27, 2019
Type:  White Paper
Length:  3 pages

A mid-sized electrical distribution company based in North America had grown organically and via acquisition at a rapid rate, but company leaders noticed they had a problem. Daily fluctuations in the cost of copper made it impossible to manually market-align its prices. In addition, a decentralized pricing process allowed sales reps to negotiate their own prices with only the company’s target margin as a guide. This left money on the table in some situations while pricing them out of the market in others.

How has this company turned pricing and sales pains into a success story? This case study shows how a solution that manages cost changes, measures price elasticity and dynamically delivers price guidance to sales rapidly turned a setback into an opportunity.



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