Writing on the problems we work on.

Analysis of margin leakage, pricing execution, quoting workflows and when automation is the wrong answer. No vendor round-ups, no predictions.

• Margin & pricing5 min

  Distributor margin leakage

  How small pricing differences compound across thousands of transactions — and why the total never appears anywhere.

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• Margin & pricing4 min

  Why aggregate gross margin reports hide transaction-level leakage

  The report is accurate and the problem is invisible in it. Both things are true at once.

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• Automation5 min

  RFQ automation: where AI helps and where human approval still matters

  Quoting is several distinct problems in a row. Only some of them should be automated, and the dangerous failures are the confident ones.

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• Method4 min

  Don't automate what you haven't understood

  Workflow discovery before automation — and the six questions that decide whether there is a project at all.

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