Building Manufacturers & Wholesalers

Simon-Kucher & Partners has been supporting manufacturers, wholesalers and service providers for 30 years now in optimizing price and sales management to achieve sustainable profit improvements of one to three percentage points.

From the strategic orientation to operative price setting and sales steering, we help manufacturers to position their products and services throughout the value chain, integrating customers, processors, decision-makers and sales partners, in order to grow profitably and to tap added value:

  • Pricing and sales processes and organization
  • Market development and channel strategies
  • Product portfolio and multi-brand strategies
  • Value-oriented price list architecture and new product positioning
  • Performance-oriented price and conditions system in direct and indirect sales
  • Service pricing and price defense
  • Potential-oriented steering of the sales force
  • Customer loyalty programs for installers/partner programs for wholesalers

We successfully support wholesalers in profitably managing complexity in product and customer portfolios. To accomplish this, we develop solutions such as:

  • Developing and managing gross price systems independently of manufacturers
  • Profit-oriented mark-up/price list calculation
  • Customer segmentation and customer conditions differentiation
  • Competitive pricing in OTC and project business
  • Service prices for value argumentation and charging value
  • Pricing processes and systems for price orientation in sales

We help service providers to boost profits amidst increasing price and performance competition in the following ways:

  • Optimizing price lists and service bundles
  • Introducing new price metrics based on value instead of work input
  • Profitably structuring and negotiating framework contracts
  • Introducing and optimizing surcharges for special services
  • Strategic offering and pricing in tenders

We look forward to helping you overcome your specific challenges with our experience. Contact us! 

Selected clients

  • Ardex
  • Bauking
  • BayWa
  • Cemex
  • CRH
  • Fischer
  • Geberit
  • Hansgrohe
  • Hochtief
  • Knauf Isolation
  • Lafarge
  • Pfleiderer
  • Rexel
  • Rockwool
  • Viega
  • Viessmann
  • Wolseley Group
  • Xella Group