The hunch library

Every business runs on a few hunches. Here is how to test yours.

Each page takes one belief a team holds about its business, shows where the money usually hides in that industry, names the exports that prove it either way, and lays out the ten-day test. Written from the records distributors and manufacturers already keep.

By industry

Electrical distribution HVAC distribution Plumbing distribution Industrial MRO distribution Packaging distribution Foodservice distribution Building products distribution Metal service centers Contract manufacturing Fastener distribution

Pricing

The gap between the price the system set and the price the customer paid.

Pricing · HVAC distribution

Price overrides in HVAC distribution. Our counter staff only override for contractors who would leave otherwise.

Pricing · Building products distribution

Price increase pass-through in building products distribution. When our suppliers raise prices, we pass it through.

Pricing · Metal service centers

Unbilled processing at metal service centers. We charge for every cut. Processing is priced into the quote.

Freight

Delivery costs the business pays and never bills back.

Freight · Packaging distribution

Freight recovery in packaging distribution. Freight is built into our pricing. We don’t lose money on delivery.

Rebates

Money suppliers owe that nobody claims, or claims too late.

Rebates · Electrical distribution

Unclaimed SPA rebates in electrical distribution. We claim every SPA we are owed. The claims team is good.

Cost to serve

Customers and orders that look profitable until the cost of serving them is counted.

Cost to serve · Industrial MRO distribution

Small-order cost to serve in industrial MRO distribution. Small orders are how we keep the big accounts. They pay for themselves.

Cost to serve · Foodservice distribution

Split cases and drop size in foodservice distribution. Our independents are our best margin. Every stop is worth making.

Quoting

Quotes priced on memory instead of on what the business actually wins and spends.

Quoting · Plumbing distribution

Lost job quotes in plumbing distribution. We lose job quotes on price. The big houses undercut us.

Quoting · Contract manufacturing

Quote accuracy in contract manufacturing. Our estimators are experienced. Our quotes are close.

Inventory

Cash tied up in stock the records say nobody is buying.

Inventory · Fastener distribution

VMI and bin program margins in fastener distribution. Our VMI programs are our stickiest and most profitable business.

Specimen figures on these pages are illustrative and labelled as such. Your own records give the real answer. Try the free tools or run an Opportunity ID.

Start here

Which hunch is your team carrying? Tell us your hunch. Ten days later it comes back with numbers on it.

10 business days · $500, credited against any build