Since 2023, the wholesale sector has seen a decline in sales volume each year: in 2025, sales volume fell another 0.3%, while sales value rose by only 0.2%. Profit margins therefore hinge on pricing, and they erode over time: on average, only 43% of the targeted price increase actually makes it onto the invoice. Applying the same price increase across the board results in lost margins on some accounts and lost customers on others.
White paper
Pass on price increases quickly and accurately: purchase markups and net prices in B2B distribution
This white paper shows where a B2B distributor’s margin is lost following a price increase: in the time it takes to update price lists, in net prices that no one reviews, and in a blanket price increase that ignores the sensitivity of each account. Verified figures from 2023 to 2026 (INSEE, Simon-Kucher, FEVAD / Next Content).
By downloading it, you will discover
- Why Volume Is No Longer Driving Growth in the Wholesale Sector, and What Each Price Point Now Means
- How to calculate the lost margin between the supplier's price increase and the update to net customer prices
- Why fixed net prices, permanent exceptions, and stacked discounts often hide a higher margin than the standard rate
- How to segment accounts based on their value, price sensitivity, and service cost in order to pass on costs fairly
- How to Maintain Consistent Pricing Across the Counter, Sales Representatives, Self-Service, and the B2B Website
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