Industry
Chemicals & Materials
Chemicals
Company Profile
- Specialty chemicals manufacturer
- Serves all major brands in the automotive industry
- Global presence spanning 29 countries
Situation and Objectives
- Identify improvement areas and additional monetization opportunities
- Uncover full product value and determine value-based pricing
- Develop governance, process and tools to enable value selling
Project Set-up
Results
- Value-based portfolio framework including value-based global and local list prices
- Defendable conditional discount structure
- Pragmatic tooling to define optimal deal prices and calculate value-add
- Monitoring tool that monitors pricing performance and supports account planning
- New commercial governance and process
Impact
- 2,8% (~€3 m) Return on Sales improvement
