Featured in Industrial Distribution: A Practical Approach to Price Increase Conversations

Price increases are never easy to talk about, yet most leaders find themselves needing to have these conversations more frequently than ever. Tariffs, supply chain shifts, labor costs, and rising overhead are tightening margins across the industry. What creates real problems, though, isn’t the increase itself—it’s the hesitation around communicating it.

Too many business owners wait until the last possible moment or try to absorb the impact quietly. In the long run, that approach strains the business, confuses customers, and erodes trust. When you step back, it’s clear that what customers value just as much as your product is your transparency and reliability.

In the October 2025 issue of Industrial Distribution, I shared a practical framework for navigating these conversations with confidence. The article highlights three areas that consistently make the biggest difference for small and mid-sized companies.

First, the importance of early communication. Even if all you can say is “changes are coming,” looping your key accounts in early reinforces that you see them as partners—not just purchasers. Customers appreciate having time to plan.

Second, offering options instead of simply passing along an increase. Sometimes it’s longer lead times. Sometimes it’s volume commitments, bundled services, or a brief transition period. These “value offsets” help customers feel supported during a change rather than blindsided by it.

And finally, strengthening the relationship throughout the year—not only when there’s challenging news to deliver. Regular check-ins make it far easier to talk about pricing when the time comes, because you’re already invested in their success.

The full article goes deeper into each of these areas, with examples and steps you can use right away. If pricing pressure is part of your reality for next year, this is a conversation worth preparing for.

You can read the online version here:
https://www.inddist.com/22950058

Or view it inside the October 2025 digital issue (page 36):
https://editions.mydigitalpublication.com/publication/?i=853009&p=36&view=issueViewer

If you’d like help reviewing your current pricing structure, identifying margin erosion, or framing the right communication for your customers, I’m always glad to connect.