Manufacturing & Distribution

Bringing the pricing discipline

Manufacturers and distributors operate in markets defined by cost volatility, channel complexity, and constant margin pressure. Pricing decisions are rarely simple, and small missteps compound quickly across products, customers, and contracts.

Manufacturing & Distribution Sub- Industries

Industrial Manufacturing
Distribution
Automotive & Equipment
Electrical Components
Chemicals & Materials
Process Industries
Supply Chain & Logistics

Pricing in manufacturing and distribution is operationally intertwined.

It affects sales incentives, production planning, inventory, and customer relationships. We help leadership teams install pricing discipline across quoting, contracts, rebates, and product mix so commercial decisions improve both margin and long-term customer value, not just short-term volume.

The Key Problems

We solve the biggest pricing challenges for manufacturing & distribution.

Manufacturers and distributors operate in environments defined by cost volatility, complex product portfolios, and customer-specific pricing arrangements that are difficult to manage at scale. Pricing decisions reach far beyond revenue, touching operations, contracts, and long-term customer relationships. When cost structures shift, many firms are slow to respond, leaving margin on the table before action is taken. Without structured pricing discipline, inconsistencies across products and customers lead to margin erosion and limit the ability to drive sustainable profitability.

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Slow response to changes

We build pricing response frameworks that connect cost monitoring to action, so price adjustments happen when costs move, not months later.

Discount leakage

We design discount governance structures with clear approval rules and visibility tools, so teams can be flexible without giving away margin

Complex structures

We simplify and standardize pricing agreements across customer segments, improving transparency and making consistent execution possible across the organization.

Misaligned products

We align pricing to product profitability by identifying where margin is being lost across the portfolio and building strategies to recover it.

Our team

Subject Matter Experts

Our experts bring deep experience in industrial pricing, helping manufacturers and distributors improve pricing execution, visibility, and margin performance.

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Avy Punwasee

Managing Partner

With over 15 years of senior revenue management experience, spanning pricing, strategy and analytics, Avy has transitioned from being an in-house practitioner with large companies such as Anheuser Busch InBev and Ford Motor Company to consulting for leading global companies. Avy specializes in strategic pricing implementation, consistently delivering significant profit improvements across diverse industries. He enables companies to make sense of their complex environment and establishes how best to capitalize through better pricing. Avy brings leading-edge revenue management techniques accompanied by an executional focus. Avy is a Professional Pricing Society speaker and holds an MBA and BBA from the Schulich School of Business at York University.

Jenya Kubashevskiy

Director

Jenya brings his expertise in quantitative research consulting to his role as Director, enriching our team with his valuable experience. With a Master’s degree in Data Science from Trent University and another Master’s degree in Physics from Lomonosov Moscow State University, Jenya possesses a strong academic foundation that blends analytical precision with financial acumen. Beyond his professional endeavors, Jenya finds joy in a variety of pursuits from travelling, skating to boxing.

A 31% increase in revenue and a 34% increase in profit, driven by full internal alignment on pricing strategy.

Client Story

Success in the real world

A premier recreational vehicle parts manufacturer was facing declining gross margins despite strong sales growth. RML identified the root causes, including escalating discounts, channel conflict, and stagnant pricing, then aligned the sales team on a new discount management strategy and a comprehensive pricing plan to restore profitability.

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