Managing Tariff Complexity with PROS Price Optimization and Management

When cost pressures hit from every direction—tariffs, inflation, global supply chain shifts—manual pricing processes can’t keep up. For today’s pricing leaders, the ability to act fast, stay strategic, and protect margin is non-negotiable.

In this customer video, PROS Distribution customers share how PROS Price Optimization and Management helps them navigate pricing volatility with confidence. From real-time updates to flexible contract pricing and smarter vendor negotiations, PROS gives their teams the tools to move quickly and strategically in a complex environment.

Whether passing through tariff increases, re-sourcing private label manufacturing, or balancing contract pricing updates, these companies show what’s possible when pricing becomes proactive, not reactive.

Video Highlights

  • 0:05 – Genaro Hernandez, Senior Pricing Manager, Essendant
  • 0:34 – Oleg Gvozdenko, Senior Director of Strategic Pricing, SP Richards
  • 1:18 – Holly Hadden, Senior Pricing Analyst, Direct Supply

Full Transcript

Tariffs have thrown a wrench into the just the overall pricing process. Now I can actually go back to, I’ll say, the first tariffs right back in, I think it was twenty sixteen, twenty seventeen. Without PROS, we would have been strapped. Right? We would have been handcuffed.

It’s virtually impossible to pass through tariffs or any kind of inflation in a timely manner without a system like SPM.

At the moment, with tariffs and a lot of inflationary pressure, we’re getting a lot of requests from our vendors to raise our costs. The first step with that is negotiating with the vendors, so we’re focusing on that primarily to make sure that we are passing as little of an increase as possible. But it’s not always possible to to completely eliminate that. So whenever costs do go up, PROS solutions are great at being able to do a quick turnaround on any price changes. Utilizing the PROS price management engine, we’re able to quickly update our prices and roll out the tariff increases in a much faster way than anything we could have done with the other solution.

We do a lot of private labeling where a lot of our products are coming from overseas and then we also are just you know getting products from our suppliers. So we are taking cost increases on all fronts doing our best to mitigate so on the private labeling side you know we are looking at moving some manufacturing sometimes even back to the United States to try and avoid some of that tariff but even temporarily you know it’s not always avoidable and so having these automated pricing systems in place is just huge for us. On catalog side we really can pass through increases as fast or as slow as we want so we’re trying to take an approach of you know we don’t want be first to market necessarily with the increase so just monitoring our competitors and then ready to pass through whenever we’re ready to do so.

Then on our contract side, being a little bit more cautious and taking, you know, probably a couple strategic price changes to our contract customers all at once and kind of bundling instead of, you know, doing it piece meal.

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