Industrial Distributor Increases Profit 12% Using Epicor Prophet 21 Strategic Pricing

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Industrial Distributor Increases Profit 12% Using Epicor Prophet 21 Strategic Pricing

Case study showing how Oliver H. Van Horn Co. implemented rule-based pricing in Prophet 21 to cut overrides 65% and raise profit 12%.

Published

June 4, 2026

Read time

3 min read

Source

Oliver H. Van Horn Company, a 70-employee industrial distributor, replaced manual pricing with Epicor Prophet 21 Strategic Pricing. The system segments customers by size and type, applies data-driven margin rules, and centralizes override control. Results included a 65% reduction in price overrides and a 12% profit increase across eight branches in the southern U.S.

Key takeaways

Strategic Pricing segments customers by size and type to set optimal prices per product-customer pair

Price overrides dropped 65% after centralizing control and requiring justification for exceptions

Overall profit rose 12% by capturing small margin gains across many transactions

Implementation requires clean sales history data and simultaneous rollout across all branches

Ongoing data maintenance and incentive alignment sustain pricing discipline

Market overview

SCR methodology note

Vendor landscape

Leaders

Implementation considerations

Important consideration

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