Helping logistics company to improve its price realization
28
OCTOBER, 2018

Consulting case

Situation:

Leading logistics player was faced with historical prices that were below target prices for large historical customers. This was resulting in low to unprofitable situation.

  • Customers were managed by different sales teams across different divisions.
  • The EBIT improvement opportunity to improve price realization sized at €1-2 Mio.

Approach:

We implemented a strategy to migrate customers back to profitable levels

  • Training of sales teams and development of value selling arguments
  • Guidance and coaching during negotiations
  • Project governance and risk management
  • Tracking of impact vs. business case

Impact:

Helped our client to surpass by more than 100% their initial EBIT and revenue targets

  • Renewed key customers into multi-year deals and limited the sales churn
  • Built sales teams capabilities to get higher prices and confidence to repeat this in the future
  • Formalized governance to limit price variations in the future

 

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Park Hill
Jan Emiel Mommaertslaan 16B box 3,
1831 - Diegem - Belgium

Aedimar Business Center
Kalkhoevestraat 10 box 4.2
8790 - Waregem - Belgium

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