Distribution
Revenue Management Automation
for a National Distributor
Key Results
3d → 4hr
Quotes
Turnaround Time
+2.1pp
Margin
Gross Margin Recovered
96%
Contract
Price Compliance
The Challenge
A national distributor priced thousands of quotes monthly against outdated rate cards. Discounts drifted below contract floors, margin leaked deal by deal, and the quote desk became the bottleneck for the entire sales team.
Pain Points
- 3-day average quote turnaround
- Discounting drifted below contract floors unnoticed
- Margin leakage across thousands of monthly quotes
- Pricing decisions inconsistent across regions
The Solution
We deployed a revenue management engine inside their quoting workflow:
1
Pricing agent
Builds quotes from live cost, contract, and win-rate data instead of static rate cards
2
Margin guardrails
Flags below-floor discounts and routes exceptions to deal-desk approval
3
Leakage analytics
Continuously audits invoiced prices against contract terms to recover misses
Timeline: 10 weeks from kickoff to production
The Results
Before
- 3-day quote turnaround
- Below-floor discounts common
- Margin leakage invisible
- Regional pricing inconsistency
After
- 4-hour quote turnaround
- Exceptions gated for approval
- +2.1pp gross margin recovered
- 96% contract price compliance
"The quote desk went from bottleneck to advantage. We see every discount before it goes out, not after it hits margin."