Who sets price, and by what rule.
When it's weak
Every rep can negotiate, most deals are priced one at a time, and there's no written markup rule.
What it costs
The same product sells at very different margins to different customers.
Whether anyone can see margin at the moment price is set.
When it's weak
Pricing logic lives in a spreadsheet outside the ERP, the person quoting can't see margin, and nobody has measured the spread across customers.
What it costs
Margin drops without anyone seeing it happen.
How often prices are reviewed, and whether cost changes reach the customer.
When it's weak
The last structured price review was more than a year ago, and cost increases were only partly passed on.
What it costs
Every cost increase you absorb comes out of margin you already earned.
Whether the cost behind the markup is the full cost.
When it's weak
Duty and brokerage, warehousing, damage and rework, obsolescence, or special handling sit outside landed cost.
What it costs
A correct markup on an incomplete cost still produces too little margin, and the markup looks fine.
Twelve questions. Results on screen, the full assessment by email.
Take the Pricing Maturity Index →
The four controls come from fourteen years inside food distribution at Sysco, and from working with founder-led food businesses since. The same patterns show up in almost every set of books: pricing decisions spread across too many people, margin nobody can see at quote time, reviews that happen when someone remembers, and costs that never reach the price.
