Every point of gross margin you add flows to EBITDA, and every dollar of EBITDA is worth four to seven dollars when you sell. Growth work is exit work.
Matrix pricing by customer size and item velocity, minimum order and line charges, and annual increases that actually go out. Most distributors leave 1–3 points on the table here alone.
Kitting, VMI, quality documentation, plating management, and vending justify margin a price-per-piece quote never will.
The bottom of your item and customer list usually loses money. Reprice it, restructure it, or walk away from it.
Consolidate vendors, join the right buying group, and revisit import opportunities annually as tariffs and freight move.