Case Study: HVAC and Plumbing Distributor achieves 40x ROI and streamlined pricing with White Cup Pricing

North American Distributor Reports 40x ROI After Implementing White Cup Pricing

HVAC and Plumbing Distributor, a North American wholesale distributor, faced disorganized pricing with no single owner of the process, 211 customer price segments, and more than 100 employees able to create or change prices. To gain control and standardize pricing, they engaged White Cup and implemented White Cup Pricing.

White Cup Pricing delivered a centralized, data-driven global price matrix and governance, cutting customer price segments from 211 to 10, reducing overrides by over 50%, and enabling clearer executive reporting via the White Cup performance scorecard. The vendor’s solution and support drove measurable margin improvement and operational consistency — the company reported ROI exceeding 40x and a consistent process for managing pricing.