How a Cleaning Supply Company Scaled Past 30 Million by Fixing Its Pricing

In this episode of Scaling Up, Lucas and Luna dig into the story of a regional cleaning supply distributor that hit a wall at $12 million in revenue, then cracked $30 million by rethinking how it priced private-label chemicals. The company's founder realized his biggest accounts were paying less per gallon than his smallest ones—and that the 'one-size-fits-all' price list was quietly strangling margins. Lucas walks through how they introduced tiered pricing based on volume and service cost, and how they used a simple cost-to-serve calculation to justify price increases to their most demanding customers. Luna brings up the psychological hurdle of raising prices on your best clients, and Lucas shares the exact script the founder used to reframe the conversation. They also touch on how the company used the extra cash flow to fund a small R&D lab, which then gave them a defensible edge over national competitors. If you've ever wondered why some businesses get stuck at eight-figure revenue, this episode shows how a pricing overhaul can be the unlock. #PricingStrategy #CostToServe #PrivateLabel #ChemicalDistribution #B2BGrowth #ScalingUp #MidMarket #PricingPsychology #GrossMargin #RevenueGrowth #SmallBusiness #Entrepreneurship #FexingoBusiness #BusinessPodcast #ScalingPodcast #PricingExpert #DistributionBusiness #LucasAndLuna Keep every episode free: buymeacoffee.com/fexingo