Gross Margin Recovery for Wholesale Distributors

You're probably losing 2–3 points of margin right now. You just can't see where.

You see total revenue and gross margin. You can't see which customers, SKUs, or pricing decisions are quietly draining it. I find where it's going, rank what matters most, and recommend the actions most likely to move the needle.

Built for plumbing and HVAC distributors doing $10M–$150M in revenue.

Schedule a call See how it works
I personally run every engagement — no associates, no handoffs.
Where margin goes

The leaks are predictable. They're just hard to see.

In distribution, margin doesn't disappear in one place — it bleeds across dozens of customer accounts and SKUs in ways that standard reporting completely hides.

📉

Price erosion

Discounts are eating your margin. You're giving away more than you realize — and it's not showing up clearly in your reports.

📦

Product mix

Are you actually selling what makes money, or what's easiest to move? Mix drift is one of the quietest margin killers.

👥

Unprofitable customers

Some customers cost you money once you factor in service, freight, and returns. I show you which ones — and what to do about it.

📈

Cost pass-through gaps

Costs went up. Prices didn't always follow. I show you exactly where the gap opened — and what it's costing you every month you leave it there.

What we typically find

A $40M HVAC distributor with margin pressure will often have accounts that were never repriced after a cost increase — chronic under-pricing that's invisible in standard reporting. The analysis surfaces the top 5 highest-impact accounts with specific recommendations on what to change and who owns it. No new business, no cost cuts.

What we offer

Gross Margin Recovery Plan

A 60-day recovery engagement. We find where margin is going, implement fixes, and measure what actually changes.

Gross Margin Recovery Plan

If margin has slipped 2 points on a $30M business, that's $600K in gross profit. The goal of this engagement is to find where it went and identify what's recoverable — with specific actions, assigned owners, and a 60-day measurement to show what actually changed.

Schedule a call
R

Richard

Founder, D2D Advisors

In distribution, margin doesn't disappear in one obvious place. It bleeds through pricing exceptions that never got walked back, customers whose economics shifted, product mix that drifted toward volume over profit. Standard reporting misses most of it.

I've spent my career building the kind of analysis that makes it visible — and I know where to start looking.

LinkedIn →
Common questions

Is this right for you?

A few questions that come up before the first call.

Do I need clean, organized data for this to work?
No. Part of the engagement builds the analysis from whatever you have. Most distributors have more visibility available in their transaction data than they realize. If your data requires significant cleanup, I'll flag it upfront before we go any further.
What industries do you work with?
Plumbing and HVAC distributors doing $10M–$150M in revenue. If you're outside that range, I'll tell you on the first call.
What does the first call look like?
Twenty minutes. We talk about where you're seeing margin pressure, what your data looks like, and whether it makes sense. No pitch deck, no follow-up sequence. If it's not a fit, I'll tell you.

Find out where it's going.

If margin has drifted 2 points on a $30M business, that's $600K. A 20-minute call costs nothing. Let's find out if it's recoverable.

Schedule a 20-min call