2018

 Supporting effective Price Management (Interim, advisory project)

Situation:

Large wholesaler facing a loss in profitability over the past two years. Seeking ways to improve profitability across a series of product categories and mix of customers.

Approach:

Provided qualified resource from Minds&More in price management :

• Conducted Pricing Audit across each of the product categories
• Analyzed types of customer served and mix of sales
• Mapped customers in terms of volume and prices paid
• Developed & validated recommendations with leadership team
• Put in place new pricing guidelines, target price levels
• Prepared commercial team and migrated customers to new pricing
• Deployed sales enablement tools to help sales manage customers
• Formalized pricing governance .

Impact:

• Return to profitability (from loss of 3-4 million)
• Coherent pricing guidelines in place and used
• Sales team using sales enablers get new revenues
• Won two awards on sales excellence

Know more about our Interim Management services >

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