Service 01

Most distributors have a price list.
Very few have a pricing system.

Pricing Framework & Governance is the foundational layer of commercial performance — the architecture that determines how every transaction is priced, discounted, approved, and enforced across your organization.

The Problem

Price decisions made without a system compound into margin erosion at scale.

In most B2B distribution businesses, pricing authority is distributed across reps, branches, and account managers — each making independent decisions without visibility into what peers are doing. The result is wide price dispersion on identical SKUs to comparable customers, override rates that quietly absorb margin, and a P&L that shows the damage months after the decisions were made.

"The meeting to discuss the discount override happens after the margin is already gone. The framework is what prevents it from happening in the first place."

What We Build

List Price Architecture — The right price for every SKU, every tier, every market condition.
Contract & Matrix Governance — No more customers paying prices they were never entitled to.
Discount Discipline — Override authority that protects margin without slowing the business down.
Exception Management — Flags the outliers. Keeps the audit trail. Lets leadership focus on patterns, not transactions.
Price Change Execution — From data to decision to market — without losing margin at every handoff.
Competitive Positioning — Always know where you stand. Always know when to move.
Change Management — The part most firms skip. We don't.

Outcomes

What a governed pricing system delivers.

150–300bps

Margin Rate Recovery

Typical improvement in gross margin rate within 12 months of implementing a governed pricing framework — driven by price realization and discount discipline.

40–60%

Reduction in Override Rate

Organizations with clear override authority tiers and escalation workflows see material reduction in discretionary discounting within the first 90 days.

6–9 months

Time to Full Implementation

From diagnostic through pilot to full rollout across top categories. Compressed to 3–4 months for high-urgency PE-backed situations.

How We Engage

Three phases. Measurable at every gate.

We start with a diagnostic. We will not recommend a framework before we understand your data.

Phase 1 — Diagnostic: We find the money. You see the opportunity before committing to anything further.
Phase 2 — Build: We design the system. Pricing architecture, governance, and tooling built for your organization.
Phase 3 — Deliver: We stay to make it stick. Rep adoption, leadership alignment, and results that outlast the engagement.

The Margin Command Center Platform

The pricing framework we build is operationalized inside the Margin Command Center — a live analytics platform that surfaces price realization gaps, discount waterfall by layer, and 34 AI-ranked pricing initiatives ranked by dollar impact.

See Live Demo →