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Building Products Distributor Lifts Margin 120 Basis Points

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

There was a time in this heavily project-driven industry when supplier cost changes, and all the downstream pricing processes triggered by them, happened once or twice a year. No more. Building products distributors now receive supplier cost changes multiple times per quarter and scramble to keep up, resulting overly general system prices and up to millions of price deviations.

This case study shows how one building products distributor tackled this common pricing problem with an innovative approach. The company worked with Zilliant to optimize its system prices while providing sales reps with negotiation guidance where deviations were necessary. The resulting market-aligned prices now fall within an acceptable margin range without sacrificing revenue.



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