Manufacturer price increases have become more troublesome as of late thanks to increases in both frequency and severity.

Annual price increases of up to 5 percent were once the norm in the jan/san industry. Nowadays, however, distributors are growing accustomed to double-digit increases and, in some product categories, jumps happen as often as every other month.

When manufacturers raise prices, so must distributors. Figuring out how to pass along increases without losing customers is a problem that is only becoming more challenging for distributors as prices rise.

Listen to distributors explain how they are communicating price increases to their customers.

posted on 10/31/2008