Trimming your catalog isn’t risky—it’s profitable when done strategically.
Glass distributors are facing increased pressure from both sides: buyers want faster delivery and simplified choices; operations teams want leaner inventory and less chaos. The solution is product line optimization—but where should you start?
Here’s how to approach it without alienating customers or losing sales momentum.
Start With a Clear Baseline
Map your current product line by:
Category (IGU, laminated, tempered, patterned)
Application (commercial façade, residential retrofit, interiors)
SKU count and sales volume per category
Top 20% revenue drivers vs. long-tail SKUs
This reveals where complexity exists without payoff.
Rank Products by Value Density
Prioritize SKUs that offer:
High margin per square foot
Short lead times and fast movement
Add-on potential (e.g., with sealants, frames, or services)
SKUs that check 2 out of 3 boxes should be core. The rest? Consider for review or sunset.
Cross-Reference With Operational Load
Some SKUs:
Require complex processing
Need custom crating or packaging
Can’t be mixed in shipping due to fragility
If these SKUs don’t justify the load with profit or volume, they’re prime for rationalization.
Involve Sales and Tech Support
Ask:
Which SKUs are most often spec’d into projects?
Which SKUs create the most RFQ friction?
Which SKUs generate the most post-sale queries?
Cross-functional input ensures your optimization plan reflects real-world relevance—not just spreadsheet logic.
Test With Controlled Pilots
Before global rollouts:
Test product line simplification in a secondary region
Track quote speed, win rate, and margin impact
Use findings to build confidence internally
Optimizing your glass product line isn’t about cutting SKUs—it’s about clarifying value. With the right structure, input, and rollout, you can reduce operational drag while increasing customer confidence and gross margin.
