Industry
Logistics & Distribution
Distribution & Wholesale
Company Profile
- European market leader in agricultural wholesaling
Situation and Objectives
- High pricing complexity (>15 countries, >300k parts, >10k customers)
- Missing pricing strategy & tools
- Unclear pricing responsibilities
- Lacking control over international price setting
- Non-systematic list prices and discounts
- Increasing transparency through web shops
Approach
- Segment products into distinct groups
- Develop group specific pricing rules and parameters
- Differentiate prices based on technical and commercial drivers, e.g. using web analytics
- Implement new concept into price decision support tool
- Establish new pricing department
Pricing Methods
Results
- Documented pricing strategy with clear guidelines
- Price decision support tool
- ~1m price changes “at the push of a button”
- 2 new pricing managers installed
- Roadmap for further rollout
Impact
- ~3%ppts margin increase after full implementation
