A provider operating across store and dealer channels struggled with price realization.
They needed to implement a better structured price increase approach and improve sales execution across channels to capture planned increases.
Price impact remained flat despite annual increases. The client ineffectively used pricing tools, faced inconsistent margins, and relied on overrides.
Only a limited number of sales followed structured pricing, and low margins generated a significant portion of their revenue. The client also lacked proper training and pricing tools.
Our team ran diagnostics on pricing performance to identify execution gaps across channels.
We delivered targeted price increases and implemented KPIs, dashboards, and processes to mitigate leakage and assess performance.
Introducing pricing tools and training helped sellers better execute negotiations and quoting. We also established an everyday pricing model to better align product structure with customer segments and define guidelines for price adjustments.
Finally, we established processes to increase pricing trend visibility.
The new approach improved price increase execution and adoption of structured pricing.
In Phase 1, the project identified significant annual price uplift opportunities across US and Canada stores, with a substantial portion already realized.
In Phase 2, the project identified additional annual price uplift opportunities across US and Canada stores, with measurable revenue already realized.
Across both phases, the initiative identified significant annual price uplift opportunities across US and Canada stores, with an immediate 1.9% uplift on sales expected to be 5.2% on an annual recuring basis to return the business to EBITDA positivity.
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