Every 1% you recover in pricing flows straight to the bottom line.

At typical manufacturing margins, that 1% becomes 10% more EBITDA.

Also, most manufacturers lose 2-5% of revenue to pricing leakage they can't see. We find it, fix it, and build systems so it stays fixed.

Schedule Your Discovery Call

Your Sales Team Is Leaving Money on the Table

Most mid-market manufacturers have never applied the same analytical rigor to their sales organization that they apply to their shop floor. The result: inconsistent quoting, uncontrolled discounting, and pipeline forecasts nobody trusts. We fix that.

Sound Familiar?

These are the six symptoms we see in almost every manufacturer we walk into.

Quoting Takes Days, Not Hours. Your sales team waits 3-5 days for a quote that should take 4 hours. Engineering is the bottleneck, approvals stack up, and by the time the quote goes out, the customer has two competitors' prices on their desk.

Discounts Without Guardrails. Your reps discount 8-12% on average—and nobody tracks which discounts actually win deals and which just give away margin. There is no discount governance, no floor price, no approval threshold tied to margin impact.

Pipeline Fog. Your CRM is either empty, stale, or stuffed with deals that will never close. Sales meetings become storytelling sessions instead of data-driven pipeline reviews. Nobody trusts the forecast—including the sales team.

Territory Imbalance. Your top rep covers a $40M territory. Your newest hire covers a $5M territory. Neither assignment was based on market potential.

Compensation Drives the Wrong Behavior. Your comp plan rewards revenue, not margin. Reps chase volume, offer discounts to close faster, and ignore the products and accounts that actually make money.

Sales and Operations Speak Different Languages. Sales promises delivery dates that production cannot meet. Operations blames sales for bad forecasts. Nobody owns the demand signal.

The Numbers Behind the Problem

60% of manufacturing quotes never get a follow-up call
8-12% average discount depth in B2B manufacturing
< 30% of mid-market manufacturers track win/loss reasons systematically
3-5 days average quote turnaround—vs. <24 hrs best-in-class

Each of these numbers represents recoverable margin. Not theoretical. Recoverable.

The ADEXMA X1-X5 Framework

We assess and improve your sales organization across five dimensions. Each one is scored, benchmarked, and tied to a specific margin impact. This is not a training program—it is a diagnostic and implementation framework built for manufacturers.

X1 — Pipeline Health. Is your pipeline real, or is it a wish list? We audit pipeline coverage ratios, stage conversion rates, deal aging, and customer concentration. You get a pipeline that your CFO can actually use for forecasting.

X2 — Win Rate and Quoting. How fast do quotes go out, and how often do they come back signed? We map the quote-to-cash cycle, identify bottlenecks, and implement quote profitability tracking so every quote meets a margin threshold.

X3 — Value Selling. Are your reps selling on value or competing on price? We build ROI calculators, competitive battlecards, and segment-specific playbooks that help your team articulate why customers should pay a premium.

X4 — Compensation Alignment. Does your comp plan reward the behavior you actually want? We redesign incentive structures to align with margin, not just revenue. Margin-weighted commissions and data-driven quotas replace the gut-feel comp plan from 2015.

X5 — Sales-Ops Integration. Does your sales team feed reliable demand signals to operations? We connect the commercial side to S&OP/SIOP so that forecasts improve, available-to-promise is visible, and rush orders stop destroying your production schedule.

Your Margin Quotient (MQ) score reflects how well these five dimensions work together. A weakness in any one of them leaks margin.

The $10K Sales Diagnostic — Guaranteed

We will audit your sales organization across all five X dimensions, benchmark you against 108 manufacturers in our database, and identify at least $100K in recoverable margin. If we do not find it, you do not pay. No caveats. No fine print.

What is included:

48-KPI sales effectiveness audit (pipeline, quoting, win rate, compensation, sales-ops)
Compensation structure analysis—does your plan reward margin or just revenue?
Pipeline health assessment—coverage ratio, stage conversion, deal aging, forecast accuracy
Quoting process map—cycle time, bottleneck identification, approval workflow review
Win/loss pattern analysis—by rep, product line, customer segment, and deal size
MQ benchmark—your score vs. industry peers (108-company database)
Prioritized implementation roadmap with 30-day quick wins
Executive readout with your leadership team

What Changes After We Work Together

Win rate: +3-8 percentage points (6-12 months)
Discount depth: Reduced by 2-4 percentage points (3-6 months)
Quote turnaround: 30-50% faster (2-4 months)
Revenue from existing accounts: 5-15% growth (12-18 months)
Sales team margin contribution: +100-200 basis points (6-12 months)
Price exception rate: Below 15% from 30%+ (3-6 months)
Revenue per rep: 10-20% improvement (12 months)

These are not projections from a slide deck. They come from our engagement data across mid-market manufacturers in metals, plastics, chemicals, building products, food & beverage, industrial equipment, and automotive supply. The improvements compound.

Price Volume Mix

Decomposes revenue changes into price, volume, and mix components. Reveals whether growth stems from pricing power or hidden mix shifts eroding margins.

Quote-Win Prediction

Machine learning model predicting quote success probability at 88-95% accuracy. Enables sales prioritization and optimized pricing on high-probability opportunities.

Customer Tier Classification

Segments customers by profitability and strategic value beyond revenue. Identifies hidden gems and margin destroyers for differentiated pricing strategies.

Price Elasticity Analysis

Quantifies customer price sensitivity across products and segments. Identifies opportunities for strategic increases on inelastic items while protecting sensitive volumes.

Margin Waterfall Analysis

Visualizes profit leakage from list price to pocket margin through discounts, rebates, and freight. Exposes 15-25% invisible margin erosion.

Economic Value to the Customer (EVC)

Quantifies total value delivered versus next-best alternative, including price and differentiation value. Enables value-based pricing that captures fair share of customer benefits created.

Contract Profitability Analysis

Evaluates profitability of long-term agreements including volume commitments and escalation clauses. Reveals which contracts build versus destroy shareholder value.

Discount Effectiveness Tracking

Measures ROI of promotional pricing and discount programs against baseline performance. Identifies which discounts drive incremental volume versus margin giveaway.

Why Manufacturers Choose us?

We're Built for Mid-Market Manufacturers with $25M-$250M Revenue

Too complex for pricing software alone. Their black-box AI makes recommendations you can't audit or explain to your CFO.
Too small for the big consulting firms. McKinsey and BCG price for Fortune 500 budgets. Their junior analysts fly in, build PowerPoints, and fly out.
Too custom for one-size-fits-all. Your job shop or make-to-order environment doesn't fit neatly into distribution-focused tools.

We fill that gap.

What Makes Us Different ?

What Others Do	What We Do
Black-box AI recommendations	Transparent Power BI dashboards and calculation you understand and own
Platform lock-in (adopt our software)	Works with your existing Microsoft stack*
Enterprise-scale projects ($250K+)	Right-sized engagements based on ROI
Generalist consultants	Deep B2B manufacturing and distributors experience
Pricing OR supply chain OR forecasting	Unified analytics connecting all three

*Microsoft-Native, No Platform Lock-In

Your team already uses Excel and Power BI. We build on that foundation—not around it.

Our analytics run on Microsoft Fabric, connecting your ERP, CRM, and operational data into a single source of truth. When the project ends, you own everything. No platform dependency.

How to Start ?

Start With a Diagnostic

We don't ask you to commit to a 12-month engagement before you've seen results.

Step 1: Discovery Call (30 min) We'll discuss your pricing challenges, data environment, and whether we're a fit.

Step 2: Diagnostic Engagement (4-6 weeks) Working with your real data, we quantify the opportunity and build the business case.

Step 3: Decision Point You see the numbers. You decide whether to proceed.

Low risk and you can see proof in your own data.

$9 million in margin recovered in one year. Regional managers had been cutting prices thinking volume would make up for it. It didn't—margins collapsed. They centralized our pricing, built real-time alerts for unauthorized discounts, and implemented an approval process that actually works. We recovered 11% margin and morale across the company turned around.

ADEXMA identified $550K in annual margin improvement from a $110K investment. The ROI was clear within 90 days.

$9 million in margin improvement—during a tariff crisis. When 10-25% tariffs hit in 2018, our China-sourced supply chain was upended. We had no visibility into true pocket margin across thousands of SKUs. They built us a pricing model by channel, implemented cost tracking we could actually use, and gave us Price-Volume-Mix measurement to verify it was working. We didn't just survive the tariffs—we grew profitability 9%.

Pricing Strategy & Margin Optimization