Wholesaler case study: How effective pricing helped improve their profitability.  

 

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

 

 

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