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Case Study: A Margin Optimization Project

October 10, 2005

This publicly traded company wanted to improve and maintain high margins. Based on research of pricing processes, existing tools and actual margin performance across product lines, the company field-tested and then rolled out a process to raise margins on relatively low-volume items. The results were significant.

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.

Premiere Distribution (the company's name has been changed) is a Fortune 500 firm providing hundreds of thousands of unique products to small, ...

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