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Meridian Glove Co.: recover 280 bps without losing a customer.

Rubber and latex input costs are up 10% in 90 days. Competitors have already moved 3–5%. Meridian's realized prices stayed flat — and gross margin bled 291 bps in a single quarter. This is the exact diagnostic PriceShield runs on your own CSVs: deterministic math, honest confidence labels, and a customer-safe glidepath at the end.

Rubber/latex cost +10% · 90 daysCompetitors +3–5%Margin −291 bps final quarterMax one-time increase 5%Target recovery 280 bps

Annualized revenue

$17.9M

24 months · 6.5k invoice lines

Gross margin

35.3%

blended, 24-month

Margin bleed

−291 bps

final quarter vs prior

Data quality

A · 100

engines run at full confidence

Recoverable margin

189 bps

standard glidepath · 80% realization

Step 1 — What changed

The margin bleed is real, recent, and cost-driven

Monthly gross margin was stable for 21 months. The final quarter breaks the pattern — exactly when the rubber/latex index ramps. Costs moved; realized prices didn't.

Step 2 — Where the money is

Price Opportunity Map

Every family × segment cell scored on pricing power vs risk (the 3×3 matrix). Headline: $1.1M of annualized margin capture at just 50% realization of gap-to-target.

	Industrial safety buyers	Regional distributors	__all__	Small clinics	Strategic hospital systems
industrial	$113.8K aggressive increase	$375.7K opportunistic	$309.5K standard increase
latex		$135.8K defend	$73.7K selective increase	$39.2K hold	$115.7K defend
nitrile	$60.4K hold	$190.4K tighten floors	$164.3K standard increase	$48.1K hold	$160.8K tighten floors
surgical		$160.9K tighten floors			$189K opportunistic

Step 3 — How much room

Price latitude: floor / target / stretch

Quantity-weighted realized-price envelopes per cell. 20.9% of revenue is priced below its own floor — that's the first wave of recovery, and it needs no list increase at all.

Shaded band: P25–P75 (inner) and P10–P90 (outer) of realized unit prices. Dashed line: current average. Dots: target (P60). Elasticity basis: estimated elasticity — directional..

Step 4 — What could break

Business-at-risk curve

Customers ranked by breakage risk score. Push the increase across the whole book and expected revenue-at-risk crosses churn tolerance near +1%. Recommended safe cap: 10% — Breakage Index 49/100.

High price positions (weighted percentile 55.73) — top payers absorb further increases poorly
Revenue concentration (weighted score 0.78) — large accounts carry the increase
Increase shock at 5% of the 10% tolerance band

Step 5 — The plan

A 30/60/90-day price glidepath

Standard scenario (cap 8%, 80% realization): $338.2K of annualized margin back — 189 bps against the 280 bps goal — with $2.4M at risk, versus $1.8M of tolerance.

Wave 1 · days 0–30

2 products · $117.4K

Avg move 8% · recovers ~1,280 bps
Mechanisms: discount tightening

Wave 2 · days 31–60

8 products · $5.5M

Avg move 6.2% · recovers ~3,958 bps
Mechanisms: list increase

Wave 3 · days 61–90

18 products · $12.3M

Avg move 1.2% · recovers ~1,792 bps
Mechanisms: list increase

Contract-locked strategic and government accounts route to renewal step-ups automatically; every clamped constraint is logged in the approval packet's exception log.

Run this on your own data.

Upload invoice history and a cost file — PriceShield maps the columns, scores the data, and returns a board-ready price action plan with an approval packet. Same deterministic math you just watched.

Start your own diagnostic