Chas. E. Phipps Company Strategic Pricing Implementation Case Study

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Chas. E. Phipps Company Strategic Pricing Implementation Case Study

Case study showing how a 30-employee distributor used Epicor Prophet 21 with Strategic Pricing Associates to standardize pricing and improve margins.

Published

June 4, 2026

Read time

3 min read

Source

Chas. E. Phipps Company implemented Epicor Prophet 21 integrated with Strategic Pricing Associates to eliminate inconsistent pricing across branches and salespeople. The project segmented customers by size and type, replaced manual discounts with data-driven pricing rules, and achieved 1 percent overall margin improvement with 2-3 percent gains on tiny and small accounts. Full rollout occurred between March and September 2010 across three locations and 7,000 SKUs.

Key takeaways

Strategic pricing module replaced inconsistent branch and salesperson discounts with standardized rules

Customer segmentation by size (tiny to huge) and type (core/non-core) enabled targeted margin gains

1 percent overall margin lift; 2-3 percent improvement on tiny and small customer segments

60 percent strategic pricing threshold set as ongoing KPI for small-account sales

Prophet 21 data export and reload process supported rapid implementation for a small distributor

Market overview

SCR methodology note

Vendor landscape

Leaders

Implementation considerations

Important consideration

Original Source

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