Case Study: Multibillion-Dollar Metalworking Supply Distributor reverses margin leakage and achieves $4M above monthly target with PROS

How PROS helped a distributor reverse margin leakage and exceed monthly revenue targets

A multibillion-dollar distributor of industrial metalworking supplies (5,000–10,000 employees) struggled to price an extensive catalog of over 1 million products. Sales reps were over-discounting, customer price agreements were manually copied and error-prone, and catalog price-setting was slow, non-collaborative and caused margin leakage.

PROS performed a discovery to pinpoint margin leaks, then deployed pricing and CPQ capabilities that display floor, target and stretch prices in the sales screen and automated price-setting for more than half the catalog. The changes reduced manual errors, sped quote turnaround and reversed a $4M monthly shortfall to $4M above target (an $8M net swing).