Sharp thinking on pricing strategy, commercial performance, and the decisions that deliver profitable growth.
Manufacturers and distributors have invested millions in pricing technology, yet spreadsheets still dominate day-to-day pricing operations for many. Let’s take a look at the hidden operational costs of spreadsheet-based pricing, plus how organizations can reduce friction, improve governance, and modernize pricing execution.
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Discover why commercial complexity should be treated as a competitive advantage, how AI, data, and human brilliance work together to drive better decisions, and why the future of profitable growth depends on disciplined commercial systems, not guesswork.
Many organizations implement CPQ to accelerate quoting, yet pricing inconsistency and approval bottlenecks remain. Here’s why pricing logic, approvals, AI recommendations, and rebate visibility must live directly inside the quoting workflow to improve execution and profitability. The best pricing workflows balance speed, governance, autonomy, margin protection, and negotiation flexibility.
Manufacturers and distributors have invested millions in pricing technology, yet spreadsheets still dominate day-to-day pricing operations for many. Let’s take a look at the hidden operational costs of spreadsheet-based pricing, plus how organizations can reduce friction, improve governance, and modernize pricing execution.
Pricing technology investments are accelerating across manufacturing and distribution, but many organizations still struggle with inconsistent pricing outcomes. Let’s explore why pricing transformation often fails at the execution level, plus how companies can close the gap between pricing strategy and frontline deal execution.
AI tools are everywhere, but not all AI is built for high-stakes decisions like pricing. While generic AI can generate insights, it lacks the context, data, and control needed to drive real pricing outcomes. Let’s explore why purpose-built AI is essential for protecting margins, building trust, and smarter pricing.
The aftermarket has grown from a support function to one of the most powerful growth and profitability levers for manufacturers today. Let’s explore what’s driving the shift, why traditional pricing models are falling short, and how leading organizations are turning aftermarket strategy into a competitive advantage.
Pricing evolves faster than most teams can keep up. Manual rules, static models, and gut-driven decisions have significant limits. So how do you move forward without losing control? This practical framework helps pricing leaders understand where they are today, what’s possible with AI, and take the next step with confidence.
Pricing decisions shouldn’t double as experiments, yet many organizations only understand the impact of a price change after it hits the market. Let’s take a look at how high-performing pricing teams stress-test strategies in advance, thus reducing risk, improving confidence, and avoiding costly missteps.
The instinct is to react fast when costs rise, but reactive pricing decisions often create long-term margin risk, inconsistent execution, and customer pushback. Let’s break down why leading pricing teams take a more disciplined approach, plus how they protect profitability in volatile markets without overcorrecting.
Material cost volatility doesn’t just change numbers, but it does change conversations. Here, disciplined communication and execution determine whether margin protection strengthens relationships or strains them in layered building supplies channels.
Material cost volatility rarely moves cleanly through building supplies distribution. Contract structure, regional layers, and rebate frameworks shape how cost pressure is absorbed or lost. Here’s why leaders who gain visibility across the channel protect margin more effectively than those who rely on top-level averages.
Rebate programs can drive powerful growth, but only when they are designed with intention. Many organizations accumulate incentives, leading to complexity, unclear rules, and limited visibility into performance. Let’s break down the four essential components of a well-designed rebate program and how modern companies structure theirs to drive profitable growth.
Cost-plus pricing may feel safe, but it’s quietly capping your margins in today’s aftermarket. Static markups simply can’t keep pace as customer expectations shift toward outcomes, digital buying, and service-based models. The cracks really start to show when you then add in tariff volatility, competitive transparency, and margin pressure.
Material cost volatility hits building supplies companies differently depending on how their channels are structured. Contracts, distribution layers, and rebate design determine how cost pressure actually flows. Here’s why volatility is a structural issue, not just a pricing decision.
Static price lists were built for stable markets. Today’s volatility exposes their hidden risk. Let’s explore how simulation and AI-driven pricing help manufacturers and distributors pressure-test decisions before they reach customers, thus reducing margin leakage and strengthening commercial resilience.
The hardest AI choice isn’t which tool to buy but which decisions you’re willing to delegate. From pricing to commercial operations, AI forces leaders to balance speed, control, and accountability. Let’s explore why trust and governance determine whether AI ever scales.
AI can generate answers fast, but it can’t fix messy inputs. In fact, poor data and unclear sources are more dangerous with AI than ever before. Let’s break down why curated inputs matter, how “more context” can backfire, and what disciplined teams do differently to make AI reliable at scale.
Learn how to use waterfall pricing to maximize revenue. Find waterfall pricing examples, strategies, and methods to boost your bottom line.
AI hasn’t disappeared, but the hype has cooled. And that’s a good thing. Leaders have an opportunity to move from experimentation to execution as pilots stall and ROI questions get louder. Let’s explore why many AI initiatives fall short and how organizations can reset expectations to deliver real business impact.
Knowing the trends shaping pricing in 2026 is only the first step. Acting on them is what drives results. This checklist breaks down what pricing and commercial leaders need to prioritize now to reduce risk, improve confidence, and protect profitability in the year ahead.
Cost volatility is nothing new for manufacturers and distributors. Tariffs may be today’s trigger, but inflation, supply shocks, and rising service expectations will keep testing pricing teams. Let’s break down the four-step response model high-performing pricing organizations use to protect margins, move faster, and maintain customer trust, no matter what disruption comes next.
Price changes should never feel like a leap of faith. Many pricing teams still rely on instinct or limited analysis when launching price changes. Here's why simulations are table stakes and how pricing leaders use it to reduce risk, improve alignment, and make confident decisions before prices go live.
Many manufacturers and distributors still rely on “set it and forget it” rebate programs that no longer reflect today’s markets. Let’s break down why static rebates fail and what high-performing organizations do differently to turn rebates into a strategic lever for growth and profitability.
Aftermarket pricing is more complex and more critical than ever. With hundreds of thousands of parts and millions of data points to manage, leading manufacturers are turning to AI to protect margin, act faster, and deliver real customer value. See how Jaguar Land Rover approaches aftermarket pricing at scale.
What will separate leaders from laggards in 2026? AI accountability, persistent cost pressure, and the shift from experimentation to execution are redefining how businesses compete. Vendavo experts break down the trends that will matter most, and what leaders should do now to prepare.
What is price segmentation? Our guide explores types, benefits, and strategies to optimize pricing for maximum profitability.
When quoting stalls, deals stall. Manual approvals, disconnected systems, and inconsistent pricing slow down even the best sales teams. It’s a familiar story for manufacturers and distributors who’ve spent years modernizing operations but still struggle to connect pricing and sales execution. Here's what to do about it.
Manufacturers and distributors across Europe are feeling the pressure: rising costs, growing competition, and increasingly complex product portfolios are squeezing margins in ways traditional pricing models can’t keep up with. Here's what to do about it.
Most pricing projects stall because of bottlenecks, not bad strategy. Vendavo’s methodology removes these obstacles by combining purpose-built tools, industry playbooks, and embedded intelligence from Vendavo AI. Manufacturers and distributors gain faster go-lives, cleaner data, and real results in weeks instead of months.
What are volume curves, and how do you optimize them for your business needs?
Cost-cutting delivers fast wins on paper. It boosts your bottom line immediately. But it also risks strangling the very engines that drive future revenue. On the flip side, aggressive revenue investments can backfire if your cost structure is already bloated or inefficient. Neither extreme works on its own.
The price waterfall shows where profit leaks occur, but it rarely drives real-time action. Learn how Vendavo AI embeds intelligence across every step of pricing, quoting, and incentives to prevent leakage and turn your waterfall into a growth engine.
In this article by Dan Cakora, Business Consultant at Vendavo, learn the benefits of maximizing profit, enhancing brand perception, and enabling faster cost recovery with price skimming techniques and strategies.
Incentives and rebates are among the most powerful and underused levers in B2B commerce. Vendavo and Copperberg's research shows how they can be the growth lever you've been looking for.
AI is no longer a futuristic add-on. It’s already reshaping pricing and sales in five critical ways: dynamic pricing, faster launches, margin protection, transparency, and sales alignment. See how manufacturers and distributors are turning intelligence into profitability today – and how Vendavo AI can help.
Being able to adapt through effective change management is crucial for lasting success. Mastering this process means you’ll turn disruption into a strategic advantage for your organization. In this article, Mike Slavin, Business Consultant at Vendavo, explores the elements of a successful change management strategy and how structured planning and…
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