Latest / Scaling Up with Fexingo: How Small Businesses Become Mid-Market Companies
How a Cleaning Supply Company Scaled Past 30 Million by Fixing Its Pricing
In this episode of Scaling Up, Lucas and Luna dig into the story of a regional cleaning supply distributor that hit a wall at $12 million in revenue, then cracked $30 million by rethinking how it priced private-label chemicals. The company's founder realized his biggest accounts were paying less per gallon than his smallest ones—and that the 'one-size-fits-all' price list was quietly strangling margins. Lucas walks through how they introduced tiered pricing based on volume and service cost, and how they used a simple cost-to-serve calculation to justify price increases to their…
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