The Usual Suspects
Consider a giant like 3M. Its products are everywhere, from the Post-it note on your desk to the industrial adhesives holding a car together. For many of its industrial clients, swapping out a 3M component is a risky and expensive process. So when 3M’s costs rise, it has significant leverage to adjust its prices accordingly.
Or look at a company like Pool Corp, which dominates the distribution of swimming pool supplies in America. When a customer’s pool turns an unpleasant shade of green, the local pool guy isn’t going to shop around for the cheapest chlorine. He needs it now, and Pool Corp is the most reliable source. That urgency gives the company immense pricing leverage. It’s a simple, unglamorous, but incredibly powerful business model.