Earned supplier value
- Volume and growth rebates
- Special pricing agreements
- Marketing / co-op funds
- Returns and defect credits
- Freight allowances
For wholesale distributors
Protect margin where agreements meet volume.
Distribution economics are distributed: across suppliers, customers, branches, categories, freight programs, rebates, pricing overrides, and acquired ERPs. TermDelta creates one evidence standard around those moving parts.
BEST INITIAL SCOPEOne category, supplier set, or region
Enough transaction concentration to matter. Narrow enough for owners to validate in 30 days.
01
Thin margin
Small rule failures can erase a disproportionate share of profit.
02
High volume
A low-value exception can become material when it repeats across thousands of lines.
03
Term density
Rebates, price lists, customer agreements, freight rules, and overrides change on different clocks.
04
System variance
Branches and acquisitions may implement the same commercial intent differently.
Where to look first
Choose value pools with written rules and observable outcomes.
Customer price realization
- Schedule and index changes
- Expired overrides
- Contract caps and floors
- Branch-level variance
- Freight pass-through
Credits and deductions
- Open credit memos
- Duplicate or excess payment
- Unresolved short pays
- Return / receipt mismatch
- Write-off patterns
Synthetic scenario
One negotiated rebate. Three systems. No single owner.
A distributor crosses an $8M annual purchase tier. The executed schedule calls for 2.25%, the AP ledger reflects eligible purchases, and the supplier statement shows no matching credit. Procurement owns the relationship, finance owns the ledger, and neither owns the join.
Eligible purchases$8.43M
Illustrative rate2.25%
Initial hypothesis$189.7k
Then the real work begins: exclusions, affiliates, claim requirements, timing, prior credits, and counterparty confirmation. The published finding only reflects what survives review.
Who needs to be in the room
The evidence crosses functions; the decision path must too.
Baseline, materiality, accounting treatment, and realized-value approval.
Supplier context, term interpretation, relationship, and recovery action.
Schedule logic, overrides, customer context, and prevention control.
Approved exports, data dictionaries, lineage, security, and repeatability.
Branch workflows, exception causes, ownership, and lasting remediation.
Start with concentration
Request a confidential fit review Pick one distributor value pool that is large enough to matter and bounded enough to prove.
A confidential fit review maps the likely opportunity, source systems, owners, security path, and whether a paid diagnostic is justified.