Quarterly tweaks aren’t enough. Today’s manufacturing leaders are embedding real-time margin management into daily operations to stay profitable amid volatility.
Author Kris Oldland | Copperberg
Photo: Freepik
Quarterly reviews used to suffice. Manufacturers would assess costs, tweak pricing, and make targeted adjustments. In today’s volatile market, though, margin pressures evolve too quickly for that model to hold.
Dan Cakora, Pricing Economist at Vendavo, points to a clear shift: “Agility and discipline are paramount in an uncertain environment defined by margin pressure and constrained supply,” he says. Manufacturers maintaining profitability in this climate are treating margin management as an operational priority, not just a financial afterthought.
Segmented Pricing in Practice
Pricing adjustments work best when they’re grounded in customer reality. Not every client values the same things, and not every product carries the same margin elasticity.
Cakora underscores the importance of segmentation. “Clear customer communication can take the sting out of price increases, and using transactional data to segment customers according to each segment’s willingness to pay can reduce the risk of volume loss while preserving pockets of profitability,” he explains.
More manufacturers are deploying data-led strategies to tailor pricing. AI tools and analytics are helping teams identify value-sensitive segments, manage discounting with precision, and maintain profitability without eroding trust.
Cost and Inventory as Joint Levers
“Blunt cost-cutting can backfire,” warns Cakora. He recommends focusing first on discretionary overheads that don’t impact near-term revenue or strategic resilience, like non-essential travel or paused capital projects.
At the same time, manufacturers are scrutinising inventory practices. “Avoid tying up cash in slow-moving SKUs at the tail end of the portfolio,” he advises. In practical terms, that means shortening procurement cycles, focusing on high-margin stock, and revisiting supplier agreements to reduce capital strain.
These actions, Cakora says, reflect a more strategic approach to margin protection. “Protect investments that support customer retention, pricing capability or supply resilience.” Margin control, in this view, is as much about where not to cut as where to optimise.
Technology Is Evolving, but Adoption Still Lags
The tools are in place. ERP platforms, predictive analytics, and dynamic pricing engines now offer real-time insight into margin shifts. Yet many teams still operate with fragmented visibility.
The difference lies in integration. Where tools are embedded across commercial functions—sales, supply chain, finance—teams are able to act on margin signals quickly and with alignment. Visibility is no longer confined to reporting; it’s feeding decision-making.
Cakora puts it simply: “Prioritize faster-turning, higher-margin products. Consider renegotiating supplier terms to reduce capital outlay.” These aren’t theoretical ideas. They’re decisions being made daily by teams connecting operational choices to financial outcomes.
Making Margin Responsiveness a Habit
Cakora’s core message is clear. Margin management can no longer be episodic. It needs to be part of the daily cadence of commercial and operational decisions.
Leading manufacturers aren’t chasing perfect pricing or aggressively lean operations. They’re embedding margin thinking across teams and workflows, using available data to stay ahead of risk rather than react to it.
Depending on the segment or organisational maturity, this shift may begin with something as simple as making data more accessible. For others, it may involve re-aligning how pricing, procurement, and commercial operations interact.
In either case, the imperative is the same: are your teams acting on margin insights while they still matter, or simply reporting the outcomes after the fact?
