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

 

 

Know more about our Interim Management services >

Attend our upcoming Mingle Events on Price Management and Value Based Pricing >

How useful was this post?

Click on a star to rate it!

Average rating / 5. Vote count:

As you found this post useful...

Follow us on social media!

We are sorry that this post was not useful for you!

Let us improve this post!

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

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

Subscribe to our newsletter! 

Site map - Privacy statement - All rights reserved

Share This