Turning inflationary pressure into a growth opportunity.
A leading diagnostics provider faced increasing cost pressures driven by inflation, but regulatory constraints left limited room to adjust prices. At the same time, decentralized pricing and lack of strategic oversight had led to inefficiencies and revenue leakage. Competitive pressures further complicated efforts to raise prices.
Our client recognized the need to elevate pricing both as a core capability and a leadership priority. With our proven pricing expertise, the company engaged our team to strengthen the pricing discipline and identify immediate commercial levers to protect margins and support growth.
Tailored, data-driven action for quick impact.
Our team focused on local market analysis and benchmarking to assess regulatory constraints, pricing dynamics, and competitive positioning. After extracting key insights from these interviews and data analysis, we identified levers that went beyond price increases. These included discount optimization, service monetization, revised terms and conditions, and process efficiencies.
Then we quantified the financial impact of each opportunity by modeling various scenarios. We prioritized the high-value ones and built market-specific implementation plans. These tailored action plans comprised timelines, responsibility matrices (RACI), and negotiation support materials to drive execution. We used concrete examples of impact and practical tools to get leadership teams on board.
Immediate margin gains and stronger pricing capabilities.
Our client achieved a +4% increase in return on sales by implementing differentiated price increases (up to 20% for some products/customers) and monetizing ancillary services. These quick wins not only improved profitability but also reinforced pricing as a leadership priority.
To ensure continuous improvements, we delivered a structured pricing framework and an implementation-ready playbook. All action plans were customized to ensure practical feasibility and alignment with local regulatory requirements.
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