Case studies
Three examples of what a pricing project can look like. The descriptions are anonymised and serve as illustrations until named cases are published.
Manufacturing
Margin leakage at an industrial manufacturer
The same product was sold at widely different net prices, with no commercial explanation for the gap.
- 2 yrs
- of transaction data analysed
- 4 wks
- from start to recommendation
Distribution and wholesale
Discount governance at a distributor
Discounts were set locally without shared boundaries, making the outcome hard to steer.
- 6
- customer segments with their own bands
- Monthly
- follow-up instead of annual
B2B services
A new pricing model for a services business
Hourly rates did not reflect the value the delivery created for the client.
- 3
- pricing scenarios compared
- 5 wks
- project length