Harry Cooper Supply Strategic Pricing Implementation with Epicor Eclipse

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MES

Harry Cooper Supply Strategic Pricing Implementation with Epicor Eclipse

Case study of plumbing distributor Harry Cooper Supply implementing Strategic Pricing in Epicor Eclipse to improve margin discipline and remove emotion from pricing decisions.

Published

June 4, 2026

Read time

3 min read

Source

Harry Cooper Supply, a 165-employee plumbing, electrical, and HVAC distributor, replaced ad-hoc pricing with Epicor Eclipse Strategic Pricing. The project segmented customers by size and type, analyzed invoice data, and loaded optimized pricing structures back into the ERP. Implementation began with data extraction in April 2010 and went live for the first customer segment by August 2010. Results included faster payback through higher gross margins, consistent pricing across locations, and improved visibility into customer profitability.

Key takeaways

Strategic Pricing uses customer segmentation and invoice analysis to set optimal gross-margin prices per SKU and account.

Epicor Eclipse integration allows direct export of ERP data for analysis and reload of pricing tables without manual re-entry.

Implementation requires sales-force training and cultural change to reduce overrides and enforce pricing discipline.

Harry Cooper achieved consistent pricing across three locations and gained insight into previously unprofitable accounts.

Quantitative benefits include measurable profit improvement and reduced pricing variability within months of go-live.

Market overview

SCR methodology note

Vendor landscape

Leaders

Implementation considerations

Important consideration

Original Source

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