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CASE STUDIES Pricing Insight has implemented advanced pricing strategies across a wide range of industry verticals
To discuss your pricing challenges and margin improvement opportunities, please contact us on + 61 2 9091 0226
Industry | Situation | Outcomes |
Agribusiness
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Major farmed fish producer needed a strategy to hold their range of premium priced products in large supermarket chains. These supermarket chains were looking to delete their range to make way for cheaper and lesser quality imported products
| - Profit improvement of $1.5M over 12 months - Confirmed premium position through detailed consumer research - Maintained ranging and secure further shelf space for price fighter range |
Automotive
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Leading prestige car and commercial vehicle brand wanted to develop more effective pricing structures to their dealership network
| - Net $5.0M margin improvement over 12 months - Redeveloped pricing structure to ensure dealers held adequate inventory levels - Moved from Free Into Store pricing to FOB + graded service level freight rate matrix |
Business Services
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Major supplier of office products need to rebuild their pricing architecture when migrating to SAP
| - Increment $6.0M in 12months $15.0M achieved over 18 months - Over 7000 individual SKUs optimised to value based List price architecture - New discount hierarchy and customer pricing methodology adopted |
Business Services
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Mid-sized Business Process Outsourcing company need to renegotiate $25.0M contract with major key account. Key Customer wanted substantial reduction in contract pricing
| - Contract retained with incremental $5.0M upside for agreed performance metrics - Detailed analysis of the current contract - Identification of several contract structure improvements to drive aligned KPIs – shared risk reward upside mechanisms |
Consumer Goods
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Global consumer durable company wanted to understand how to extract more value form their brands through the channels to market
| - $2.7M incremental gross margin realised over 12 months - Market analysis of competitor products - Development of new price point plan and discount program - Refinement of trading terms to drive performance based rebate
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FMCG
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Australian icon biscuit brand wanted to optimise trade spend and consumer price promotions.
| - $7.0M incremental gross margin realised in 12 months - Centralised pricing team established - Pricing and promotional strategy managed by newly formed pricing team. - Forecast accuracy improvements resulting in working capital improvement due to less excess inventory
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FMCG
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Major private equity owned FMCG player wanted to develop more effective category price architecture and promotional price point program to improve profitability
| - $3.5M incremental gross margin achieved over 12 months - Total category pricing strategy developed for supermarket chain - Enhanced category leader status drove favourable range review and dashboard margin outcomes. - Successful NPD and range extension program to drive additional margin achieved |
Manufacturing
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Trans-Tasman building products company needed to develop a more effective List Price & Discount structure to manage channel conflict and improve profitability
| - Incremental $7.0M gross margin realised within 12 months - Tightly structured List Price and Discount matrix across Majors, Independents, wholesalers and on-manufacturers. - Structured Key Account Management contract modelling process implemented to manage customer pricing and rebate programs |
Manufacturing
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Global materials handling company need to develop a pricing strategy to ensure an adequate rate of return for both new unit sales and aftermarket spare parts
| - Additional $5.0M gross margin generated over 24 months - Brand and range price point architecture published - Product price configurator and financial model developed to establish pricing - 20,000 aftermarket parts – captured, competitive and grey market re priced to drive yield and revenue |
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