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
