---
title: From operations bottleneck to 99.5% pricing adoption
description: Discover how a $10M janitorial supply distributor achieved 99.5% pricing adoption and $93.6K gross margin lift in four months by transforming their pricing strategy.
---

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Customer case study

# From operations bottleneck to *99.5% pricing adoption*

A $10M janitorial supply distributor generated $93,600 in gross margin lift and 3.0X ROI in four months across 50,000–60,000 SKUs.

[See the results ↓](https://info.intuilize.com/from-operations-bottleneck-to-99.5-pricing-adoption#results)[Book a Call](https://info.intuilize.com/book-a-call)

Company

Janitorial Supply Distributor

**$10M**Annual revenue

**Acumatica**ERP platform

**+$93.6K**Total gross margin lift

**3.0X**Return on Intuilize

**99.5%**Pricing recommendation adoption

The challenge

## Every price decision ran through one person.

Rising costs, complex customer relationships, and inconsistent pricing left the operations manager involved in every decision. Across 50,000–60,000 SKUs, the business lacked a scalable pricing system and a repeatable way to train its sales team.

1

### Pricing depended on the operations manager

Every price change required manual intervention, slowing market response and creating an unsustainable growth bottleneck.

2

### Customer margins lacked consistent logic

Products sold at widely different margins, including 695 drain customers generating 24% of sales at only 30% gross margin.

3

### The ERP transition added complexity

The move from Distribution One to Acumatica required accurate dual-system data management without disrupting sales.

4

### Sales training had no pricing playbook

Pricing logic lived in individual experience, creating knowledge-retention risk and inconsistent customer experiences.

The bottleneck

> “Sales team controlled pricing without systematic guidance, leading to inconsistent margins and $3.5M in unhealthy margin revenue.”

Operations Manager

The solution

## Segment the opportunity. Prove the pricing logic.

Intuilize used a phased pilot focused on underperforming customer segments, transparent pricing logic, dual-ERP data integration, and comprehensive sales training to improve profitability without putting customer relationships at risk.

Core module

### Price Optimization & Management

Twelve months of transaction data revealed a $637.1K gross-margin opportunity, equal to a potential 3.8% lift across customer segments.

Analytics

### Customer Segmentation

Core, VIP, Standard, and Drain segments exposed profitability differences and focused initial recommendations on high-volume, lower-margin relationships.

Integration

### Dual-ERP Data Management

Historical Distribution One data and real-time Acumatica data were synchronized with automated refreshes and validation controls.

Adoption

### Sales Partnership & Training

Training, feedback loops, transparent logic, and strategic override flexibility gave the sales team confidence in each recommendation.

How it worked

## Focus on the weakest margins first

The pilot covered 25–30% of revenue, concentrating on Standard and Drain customers where pricing improvements could prove value quickly.

1

### Unify historical and live data

Distribution One history and Acumatica updates were combined without interrupting day-to-day sales operations.

2

### Map customer profitability

Segment-level analytics identified where margins, transaction volume, and relationship value were out of balance.

3

### Pilot data-backed increases

Recommendations targeted increases up to 7.5% for Standard and Drain customers while monitoring competitive position.

4

### Train, measure, and refine

Real-time dashboards tracked adoption, overrides, and margin improvement while feedback loops strengthened sales confidence.

Operational transformation

## The business after Intuilize

Pricing moved from a manager-dependent process to a scalable system that the sales team trusted and used across customer segments.

Pricing adoption

99.5%

Industry-leading participation

From manager-dependent pricing

Gross margin lift

+$93.6K

Achieved in 4 months

A 1.2% pilot margin improvement

Return on investment

3.0X

First implementation phase

4–5X projected after expansion

Revenue addressed

$3.5M

Unhealthy margin revenue

Now systematically managed

Working capital

≈$1M

Freed through better turns

Inventory turns improved from 2.8 to 3.6

Compounding results

## One connected system.Six business outcomes.

### Operations bottleneck removed

The operations manager could focus on strategic initiatives instead of approving every price.

### Customer profitability exposed

Core, VIP, Standard, and Drain analysis made relationship economics visible and actionable.

### Sales confidence increased

Transparent recommendations and override flexibility supported 99.5% adoption.

### ERP transition protected

Dual-system integration maintained pricing accuracy and trust throughout the move to Acumatica.

### Pricing became trainable

A shared playbook preserved pricing logic and created a consistent experience for new salespeople.

### Expansion was de-risked

The pilot produced measurable returns before extending the approach to the remaining 70% of revenue.

> “Intuilize team gets it. They understand the situation that we’re in… they understand the impact that it has on our customers.”

**President**Mid-Market Distributor

## What could your first 90 days look like?

If your operations manager is stuck in every pricing decision and the sales team relies on gut feel, Intuilize can help size the opportunity.

[Book a Discovery Call →](https://info.intuilize.com/book-a-call)

Keep the full story

## Get the case study

Get the complete mid-market distributor case study for your team’s next pricing, margin, or sales-adoption review.

**$93.6K**Margin lift

**3.0X**ROI

**4**Months