Industry

Chemicals & Materials
Ingredients

Company Profile

  • Revenue in scope: €500m
  • Leading global dairy ingredients manufacturer
  • BU operates in commoditized market with high price transparency

Situation and Objectives

  • Realize mindset shift to value-based thinking and grow capabilities
  • Identify, quantify and capture added value in a commoditized market
  • Establish clear pricing process, roles and responsibilities

Approach

Results

  • Value-based pricing mindset established with management and sales organization
  • Established increased pricing capability throughout organization
  • Quantified company-, product- and service value to support value argumentation
  • Solution embedment in tooling, processes and governance
  • Cross-functional organizational buy-in

Impact

  • 1,2% (~€6m) Return on Sales improvement

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