In today’s competitive building supply market, gross margin growth is more than a financial metric—it’s a marker of operational excellence and strategic discipline. With rising material costs, freight volatility, and labor shortages, maintaining healthy margins is a growing challenge for suppliers and distributors alike.
This case study explores how Summit Building Supply, a mid-sized regional distributor, increased their gross margin by 4.8 percentage points in 18 months—without losing customers or raising prices across the board. Here’s how they did it.
🏢 The Company: Summit Building Supply
Type: Independent building materials distributor
Market: Regional, serving residential and light commercial contractors
Annual Revenue: $75M
Challenge: Margin compression due to rising input costs and inconsistent pricing discipline across sales teams
🚨 The Challenge: Flat Margins Despite Growing Revenue
Summit was experiencing strong sales growth, but leadership noticed something troubling: margins were not improving—in fact, they were slipping. As they grew their customer base and expanded product lines, a lack of structure in pricing, inventory management, and sales behavior was leading to:
Undisciplined discounting
High inventory carrying costs
Missed upselling opportunities
Inconsistent margins across product categories
Goal: Increase gross margin by 3+ points without harming sales velocity or customer satisfaction.
✅ The Strategy: A Multi-Pronged Margin Optimization Plan
- Standardized Pricing Discipline
Summit lacked consistent pricing rules, and individual reps often over-discounted to “close the deal.”
Solution:
Implemented tiered pricing by customer type (contractors, developers, retail walk-ins)
Integrated margin targets into their ERP system so reps could see gross margin before quoting
Introduced a minimum margin threshold approval process for any exception pricing
Result:
Reduced under-margin orders by 60% in the first 6 months.
- Product Mix Optimization
Low-margin, high-volume SKUs were dominating sales, while high-margin accessory items were being underpromoted.
Solution:
Re-segmented product categories into A/B/C groups based on volume vs. margin
Bundled complementary items (e.g., fasteners with framing lumber)
Trained sales teams to upsell higher-margin products and alternatives
Result:
Increased average order margin by 1.2 points just through mix optimization.
- Inventory and Vendor Alignment
Summit was overstocked on slow-moving SKUs and often rushed orders for fast-turn products at higher costs.
Solution:
Analyzed inventory turnover and adjusted reorder levels
Reduced SKUs by 15% to focus on margin contributors
Negotiated better terms with suppliers on core products and committed to larger, more cost-effective buys
Result:
Inventory turnover improved, and procurement savings contributed another 0.8 margin points.
- Gross Margin Accountability by Sales Rep
Previously, the sales team was only incentivized on revenue.
Solution:
Introduced gross margin contribution as a key performance metric
Shifted compensation to reward reps for high-margin deals, not just volume
Held monthly reviews to spotlight wins and highlight opportunities
Result:
Sales team alignment and accountability led to more intentional deal-making—and higher margins.
- Technology & Real-Time Analytics
Leaders had limited visibility into which products or reps were dragging down margin performance.
Solution:
Implemented dashboards showing margin by product, category, customer type, and sales rep
Ran weekly margin variance reports to catch trends early
Shared data with the sales floor to drive awareness and informed decision-making
Result:
Improved decision-making and quicker course corrections on underperforming categories.
📈 The Results: Margin Growth Without Customer Pushback
Within 18 months of executing this strategy, Summit achieved:
Gross margin improvement: +4.8%
Customer retention: 98% of top accounts maintained or grew volume
Inventory turns: Improved by 25%
Sales rep engagement: 90% of reps hit new margin-based compensation benchmarks
Net profit growth: 37% YoY
💡 Key Takeaways for Other Building Supply Companies
Margin growth isn’t about price hikes—it’s about pricing smart.
Sales teams perform better when aligned with margin goals, not just volume.
Better inventory decisions can improve both margins and cash flow.
Visibility drives accountability. Dashboards turn data into action.
Customer value isn’t just low price—it’s delivery, reliability, and expertise.
🧭 Conclusion: Gross Margin is a Growth Strategy
Summit Building Supply proves that with the right systems, training, and data, you can grow profitably—even in a competitive and cost-sensitive industry. Their story offers a roadmap for any building supply company ready to transform margin management from a passive result into a proactive strategy.
