Case Study: Leading Building Products Distributing Company achieves $3.5M value and 310 bps gross margin improvement with PROS

PROS Price Guidance solution eliminates Excessive Discounting, Maximizes Margins, and Minimizes Leakage

A leading building products distributor was losing significant margin due to widespread pricing noncompliance: salespeople routinely quoted the lowest prices and applied additional discount overrides, which accounted for more than half of transactions. Fragmented pricing and quoting processes, weak governance, poor price visibility, and a mixed homegrown/off-the-shelf IT environment made it difficult to enforce correct pricing and protect margins.

The company piloted PROS’ pricing and quoting suite (Insights, Guidance, Control and Sales Optimizer) across eight locations over four months, with a cross‑functional team and PROS implementation support to optimize processes and governance. Ten months after go‑live, discount overrides fell from 55% to 39% (a 16‑point reduction), gross margin improved 310 basis points, and the initiative realized $3.5 million in value.