How Norsoft built a dynamic five-tier pricing engine that replaced a national veterinary supply wholesaler's manual guesswork with fast, accurate, consistent quotes for every customer type.
A national veterinary supply wholesaler had no consistent pricing structure, so sales reps guessed at the right price for each account. That left larger clients pushing for deep discounts and smaller accounts often priced so low they were unprofitable to serve. Norsoft built a custom five-tier pricing model that calculates a fair, consistent price for every customer in real time, with automated margin protection. Profitability went up and quote turnaround dropped.
A national veterinary supply wholesaler specializing in small-animal products distributes pharmaceuticals, equipment, and consumables to large corporate veterinary chains, independent clinics, and regional vet supply distributors.
But their pricing had no clear structure. Larger clients expected deep discounts, while smaller customers often became unprofitable to serve. Sales reps had to guess at the right price for each account, which led to errors and slow quotes, and made it hard to stay both competitive and profitable. Nobody had a clear picture of what each customer should actually pay.
Norsoft developed a custom five-tier pricing model that balanced fairness, simplicity, and profitability. Each tier is based on Territory, Business Unit, Business Type, Sales Rep, and a custom tier. The layers stack to give every customer a fair, consistent price, and the system handles the calculation automatically.
A simple, intuitive interface lets sales reps calculate and communicate real-time prices to customers with confidence: no spreadsheets, no phone calls to a manager. Automated margin protection keeps smaller accounts worthwhile without penalizing larger, high-volume clients.
Dynamic pricing model tailored to each account
Real-time quotes with no manual lookups
Margins on every account, large or small
| Before | After | |
|---|---|---|
| Pricing structure | Inconsistent, no clear system | Structured five-tier model |
| Quoting | Sales reps guessing at each price | Real-time prices on screen |
| Smaller accounts | Often unprofitable to serve | Protected by automated margin rules |
| Profitability | Lost margin, slow quote turnaround | Higher profit, faster quotes, fewer errors |
By transforming an informal, inconsistent pricing process into a structured, data-driven model, Norsoft helped the wholesaler turn pricing into a strategic asset. The company gained control over its margins, drove additional sales from key accounts, gave the sales team instant visibility into approved pricing, and positioned itself for scalable growth in a competitive wholesale market.
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