Case Study: Granite City Electric Supply Company achieves 2–4 point margin gains and slashes price overrides to 2.5% with Epicor Eclipse Strategic Pricing

Granite City Electric Supply - Customer Case Study

Granite City Electric Supply Company, a 28-location electrical distributor based in Quincy, Massachusetts with 240 employees and over $130M in annual revenue, needed to move from cost-plus pricing to a data-driven approach. The company’s challenge was to establish optimal, segmented pricing for thousands of customer/product combinations, reduce frequent price overrides, and improve margins.

Using Epicor Eclipse with the Strategic Pricing module, Granite City cleaned and analyzed its sales data, ran a phased rollout, and enforced ongoing monitoring to change sales behavior. The result: overall margins rose about 2 percentage points (about 4 points for customers on Strategic Pricing), monthly override rates dropped to roughly 2.5% from 30–40%, and the sales team earned higher commissions.

Granite City Electric Supply Company

Gregory Smith

Vice President of Marketing, Granite City Electric Supply Company