The building products manufacturing industry is extremely competitive, fragmented and complex. As countless suppliers battle over the same pool of projects, prices tend to follow a downward trajectory. Often, sales reps face the choice of either losing the bid or slashing the price to a point that decimates profit margin. This is a big problem as material costs continue to rise. For discrete products manufacturers, who sell standard products through distributors and other third parties, it’s important to find the right mix of system/matrix and customer-specific pricing while minimizing deviations.

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