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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

$2.2M

24 months · 6.5k invoice lines

Gross margin

34.6%

blended, 24-month

Margin bleed

−291 bps

final quarter vs prior

Data quality

A · 100

engines run at full confidence

Recoverable margin

128 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: $58.7K of annualized margin capture at just 50% realization of gap-to-target.

	Industrial safety buyers	Regional distributors	Small clinics	Government / public bid	Strategic hospital systems
industrial	$5.6K defend	$8.5K selective increase
latex		$15.3K tighten floors	$11.8K aggressive increase
nitrile	$8.9K selective increase	$10.2K standard increase	$7.8K aggressive increase	$14.8K protect	$12.3K protect
surgical		$9.8K standard increase			$12.3K protect

Step 3 — How much room

Price latitude: floor / target / stretch

Quantity-weighted realized-price envelopes per cell. 26.3% 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: simulated elasticity — shape-based (band).

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 53/100.

High price positions (weighted percentile 52.13) — top payers absorb further increases poorly
Revenue concentration (weighted score 0.72) — 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): $28.7K of annualized margin back — 128 bps against the 280 bps goal — with $186.1K at risk, versus $224.4K of tolerance.

Wave 1 · days 0–30

5 products · $69.8K

Avg move 8% · recovers ~3,200 bps
Mechanisms: discount tightening

Wave 2 · days 31–60

15 products · $713.2K

Avg move 3.7% · recovers ~4,498 bps
Mechanisms: list increase, renewal step up

Wave 3 · days 61–90

13 products · $1.5M

Avg move 0.4% · recovers ~448 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