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Better Margin Customers

Company shifts segments to focus on higher margin opportunities

June 10, 2005

This distributor serving the hospitality industry has deployed the same basic pricing strategy for the past 30 years. It has had to overcome significant internal and external challenges to survive and grow. Here are some of the shifts it made to stay profitable.

Editor's note: This case study is one of several case studies from the book, Price for Success, A Practical Guide for Improving Margins in Wholesale Distribution, a resource guide on pricing for distributors interested in driving higher margins. Please see end of the article for more information.

Best Distribution (company name changed) is a distributor serving the hospitality industry in the western and southwestern United States. Best is 100% employee owned and delivers over 2,000 SKUs from ...

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