CLIENTS
We have led successful client engagements across multiple industries with a strong focus on tangible and measurable results.
Industrial OEM
Challenge:
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Service Parts Business Unit within industrial valves division was unable to meet quote demand to price parts
Actions:
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Detailed review of pricing models for complex valve parts was conducted which standardized the process and improved the approach
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Software selection process for commercial solution was conducted
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Managed implementation project for pricing solution to automate and accelerate capabilities to price parts and product customer/dealer quotes
Results:
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Implemented solution is highly responsive resulting in higher win rate, replacing older cost-based prices with value-based prices, and resulting in 10-15% higher revenue while maintaining profitability targets
Heavy-Duty Truck OEM
Challenge:
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Heavy-Duty Truck OEM utilized multiple methods of categorization of parts but had not developed comprehensive method for managing prices
Actions:
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Reviewed taxonomy of parts related to pricing
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Recommended approach to blend competitive categories with attribute-based categories in common model
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Developed and implemented pricing policies into service parts pricing software
Results:
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Improved capabilities to dynamically reprice service parts resulting in reduction of market share loss and improved profitability
Paints and Coatings Supplier
Challenge:
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Unprecedented supply cost increases during the pandemic was rapidly eroding profits for a $3B+ automotive division of a global supplier of paints and coatings
Actions:
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Conducted pricing analytics based on customer/plant
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Developed pricing model and targets to standardize sales approach including index-based contract terms for selected customers
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Developed and conducted sales customer-specific pricing strategies, pricing target calculations, and objection handling
Results:
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Client successfully renegotiated multi-year contracts to include accommodations for supply cost increases and restoring profitability to pre-pandemic levels
Medical Equipment Manufacturer
Challenge:
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Private equity portfolio company, having grown through many acquisitions globally, was experiencing highly variable revenue and profitability results across acquired locations
Actions:
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Conducted data analysis and detailed executive interviews which demonstrated that different approaches to costing and pricing build-to-order equipment produced drastically different results
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Developed standardized pricing process flows, implemented centralized pricing function and developed tool for pilot rollout to ensure pricing targets were met
Results:
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Pilot process demonstrated potential for revenue improvements of >10% which led to client planning and executing full-scale company-wide deployment