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The Pricing Power Trap in Mid-Market Firms
Mid-market companies often hit a revenue ceiling not because of sales volume, but because their pricing models are stuck in legacy habits. We examine how one industrial component distributor broke past the twenty-five million dollar mark by shifting from cost-plus to value-based pricing. Lucas and Luna discuss the psychological friction of raising prices on loyal clients, the specific data points required to justify the hike, and why mid-market firms frequently leave millions on the table by failing to decouple price from competitor benchmarks.
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