Industry

Logistics & Distribution

Company Profile

  • €400m annual revenue
  • Poor profitability; significant business share loss-making
  • All attempts to increase customer rates failed in the past

Situation and Objectives

  • Support company in successfully increasing prices for existing customer base
  • Achieve quick and sustainable profit increase

Approach

Results

  • Structured approach to prepare and roll out price increase initiative
  • Sales force optimally prepared for negotiations
  • Tools and instruments to identify appropriate price increase levels per customer
  • Instrument easily to be applied by company in subsequent years

Impact

  • 2.5% revenue
  • company moved back into the black
  • <1% of business lost