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.
Laird Plastics, the largest independent distributor of semi-finished plastic shapes and parts in North America, serves over 25,000 customers via its 500 employees, including 250 internal and external sales representatives. Laird utilizes an ERP system and historically had used a centralized cost-plus pricing model.
Like most distributors, Laird operates in a highly competitive marketplace where pricing is aggressive. Laird was facing significant ...