STAFDA Webinar: You Can See Your Margin Dropped. Can You See Why?

Your ERP will tell you gross margin moved. It will not tell you why. Neither will the dashboard sitting on top of it, no matter how many filters you add.

You’ve felt this.Margin was up or down last quarter, and when someone asked why, the honest answer was a shrug dressed up as a theory. Maybe product mix. Maybe a big account bought less. Maybe costs crept up somewhere. Nobody checked, because checking meant pulling three reports and still guessing at the end.
That’s not a bad month. It’s a visibility gap, and every distributor has it, because no standard report is built to close it.

Nelson Valderrama, CEO of Intuilize, works with mid-market distributors on closing the gap between margin reporting and margin reality. He’ll be joined by Guitze Messina, author of Moneycall, former strategic consultant, and currently leading HARDI’s Latam to play the part of a General Manager hearing it for the fi rst time.
Live, they’ll walk through why a healthy blended margin can hide something your sales team is doing without meaning to. In an illustrative example, high-volume accounts with real purchasing power were getting the same gross margin percentage as mid-tier accounts with far less leverage, not because anyone decided that on purpose, but because reps price on feel and a fl at number feels fair in the moment. Then they’ll show the six forces that move your margin number, and use that same example to show how a $5.9M margin gain was absorbing a $2.8M cost hit that only became visible once the breakdown separated the forces.

This is not a tool pitch. It’s the difference between seeing a number and knowing what made it move.

Every attendee leaves with a one-page checklist: six questions, one per force, that you can bring to your own ERP or finance person this week to find out whether your margin story has the same blind spot.