Pricing GPS: How Robertson Heating Supply Unlocked $1M+ in Margin Dollars
For many distributors, pricing decisions are influenced by years of experience, customer relationships, and individual judgment. But when pricing isn’t consistent across the business, even small differences can have a significant impact on margins.
That was the challenge facing Robertson Heating Supply, a family-owned HVAC and plumbing distributor with 40 branches across five states.
Robertson’s homegrown ERP was not designed for pricing analytics. The company often relied on individual judgment, overrides were common, and counter staff could adjust prices on the fly. Without a consistent source of truth, it was difficult to see where margin opportunities were being missed.
Creating a Pricing System the Team Could Trust
Robertson partnered with epaCUBE to bring greater structure and consistency to its pricing process.
Rather than treating pricing as a collection of individual decisions, the team established clear guardrails around base pricing and revamped its customer segmentation strategy. Pricing decisions became increasingly driven by data instead of instinct.
The goal wasn’t simply to raise prices. It was to create a repeatable approach that could be applied consistently across customers, products, branches, and sales interactions. Instead of continually debating individual prices, the team could spend more time evaluating segmentation, identifying opportunities, and improving its overall pricing strategy.
But epaCUBE’s role didn’t stop with the software. For the past three years, Robertson has met with its epaCUBE team twice a week to review opportunities, refine its approach, and continuously improve its pricing strategy. That partnership has helped turn pricing into a discipline the team continues to practice and refine, rather than a one-time project.
As Robertson HVAC Product Manager Kurt Keller puts it, “epaCUBE is the GPS.”
Small Decisions, Significant Results
The impact came from consistency at scale.
Robertson optimized 3,419 pricing records, helping create a more consistent and repeatable approach to pricing across the organization. The result was more than $1 million in additional margin dollars.
Importantly, that improvement wasn’t tied to one sweeping pricing change. It came from thousands of smaller decisions being made within a more disciplined framework.
Robertson also shifted its view of pricing from a one-time initiative to an ongoing process. The company continues to refine its customer segmentation and pricing strategy while reinforcing the consistency that helped produce its initial results.
For distributors, Robertson’s experience highlights an important point: valuable pricing opportunities may already exist within the data in your ERP. The challenge is turning that information into a pricing strategy your team can apply consistently.
Ready to find more margin in your pricing? Request a demo and discover what epaCUBE can uncover.
Monday, October 26, 2026
by: Kate Bronson
Section: Press Releases
