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Distributor Overcomes M&A Pricing Complexity, Lifts Margin Rate 100 bps

December 14, 2015

After five years of considerable growth, this U.S.-based medical consumables distributor had quickly grown to a massive – and complex – scale. Integrating multiple companies proved to be difficult from a pricing and profitability perspective.

When the post-merger pricing complexities resulted in significant margin erosion, the CEO at this medical consumables distribution company mandated a centralized pricing function – a new discipline for branches used to complete pricing autonomy.

This case study reveals how this medical consumables distributor struck a healthy balance between market-aligned pricing and sales rep autonomy to improve margin rate by 100 basis points for comparable products and customers in a test versus baseline measurement.

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