Distributors Are Losing Margin in the Middle

Distributors are losing margin between cost changes and customer pricing.

Supplier pricing, freight, tariffs, fuel costs, and competitive pressure continue to move quickly, while customer pricing often moves more slowly through negotiated terms, branch-level practices, rebates, and sales-led exceptions.

Based on a survey of 150 senior distribution executives, this report shows where pricing execution is breaking down and why margin is leaking between supplier cost movement and customer price execution.

Download the report to learn:

• Why price changes are not always translating into realized margin
• Where execution breaks down across branches, reps, vendors, and customers
• How fragmented cost response creates hidden margin risk
• Why faster pricing can increase customer friction without control
• What distributors must govern to protect profitability

Pricing control is no longer an operational improvement. It is a financial requirement.