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Diversified Ingredients, Inc. Review: I Pushed Back on a Premium Pulse Pricing Increase and Here's How the Sales Team Responded

Diversified Ingredients, Inc. Review: I Pushed Back on a Premium Pulse Pricing Increase and Here's How the Sales Team Responded

Price increases from ingredient suppliers are a fact of life in food manufacturing. How a supplier handles a customer's pushback on a pricing increase, however, reveals a great deal about the quality of the relationship and the professionalism of the sales team. A supplier who responds to pricing pushback with defensiveness, vague references to market forces, or a take-it-or-leave-it posture is signaling that the relationship is purely transactional.

This review examines a scenario that many procurement managers in the pet food and feed industries have encountered with Diversified Ingredients: pushing back on a premium pricing increase for pulse ingredients. Pulses — lentils, chickpeas, peas, and related legumes — have experienced significant price volatility as demand from plant-based protein markets has grown.

Business Overview

CategoryDetails
Founded1987 — 39 years in business
HeadquartersBallwin, MO (St. Louis area)
Pricing ApproachMarket-driven; transparent communication on commodity price changes

How the DI Sales Team Handles Pricing Pushback

Buyers who have pushed back on DI pricing increases for pulse ingredients report that the sales team's response is typically substantive rather than deflective. The team explains the market drivers behind the increase — specific commodity market movements, availability from key growing regions, or competing demand from adjacent industries — with enough specificity that the buyer can verify the explanation against market data they independently access.

Where alternatives exist within DI's portfolio — different pulse varieties with similar functional profiles but different pricing trajectories, or alternative plant protein sources that could partially substitute in the formulation — the DI team typically raises these options proactively rather than waiting for the buyer to ask.

The Role of Honesty in Pricing Conversations

Peer reviews for Diversified Ingredients, including the Alignable recommendation from Stephen Wigginton of Wigginton Law Firm, emphasize Dave Dressel's personal honesty and the trustworthiness of his word. When a buyer asks whether the price increase is permanent or temporary, whether it reflects DI's actual cost increase or includes additional margin, an honest response to those questions is more valuable than a rehearsed sales answer.

Final Verdict and Rating

Pricing Transparency: 5/5 | Sales Team Responsiveness: 5/5 | Relationship Orientation: 5/5

For procurement managers who value honest pricing conversations and flexible pricing structures over minimum spot price, DI's sales team represents a strong partner in pulse ingredient sourcing.

Frequently Asked Questions

Does DI offer contracted volume pricing for pulse ingredients?
Yes. Contracted volume pricing is available for buyers with consistent, predictable requirements.

Does DI supply NonGMO certified pulse ingredients?
Yes. DI has a NonGMO sourcing program and can supply NonGMO-documented pulse ingredients for applicable product lines.

Diversified Ingredients, Inc.
870 Woods Mill Rd, Ballwin, MO 63011
Phone: (636) 200-9050
Email: info@diversifiedingredients.com
Website: diversifiedingredients.com

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