Industrial Distributor Increases Margin with Prophet 21 Strategic Pricing

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Industrial Distributor Increases Margin with Prophet 21 Strategic Pricing

Case study showing how Dillon Supply used Epicor Prophet 21 Strategic Pricing to raise margins over 200 basis points and cut price overrides by 60%.

Published

June 4, 2026

Read time

3 min read

Source

Dillon Supply, a North Carolina industrial distributor, implemented Epicor Prophet 21 with Strategic Pricing to replace 200 pricing matrices with one market-driven structure. The company segmented customers by size and type, loaded analytics from sales history, and tightened override controls. Results included margin gains exceeding 200 basis points on affected revenue and simplified training for new sales staff.

Key takeaways

Strategic Pricing replaced 200 matrices with one standardized pricing structure across 50,000 SKUs

Margin percentage rose more than 200 basis points; affected revenue margins grew over 300 basis points

Price overrides dropped 60 percent after gradual tightening and manager-only edit rights

Customer segmentation by size and type enabled targeted pricing without widespread pushback

Sales history export and reload process allowed rapid deployment inside existing Prophet 21 ERP

Market overview

SCR methodology note

Vendor landscape

Leaders

Implementation considerations

Important consideration

Original Source

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