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| Profitability Improvement through Pricing
Situation:
- Client was a strong “number 2” competitor in a multi-billion industry
- Although they were operating profitably, management felt there were opportunities for further improvement, and questioned the effectiveness of the organizations pricing strategy and levels
B&A’s Solution:
- Design and execute a comprehensive pricing strategy project to identify opportunities to use price to further improve profitability
- Included formal market research, competitive benchmarking and advanced financial impact modeling
Result:
- The project revealed a number of important improvement opportunities, that included stopping the practice of over-discounting by field sales reps and re-designing the structure of the organizations price list
- The organization saw an immediate improvement in bottom line profitability, and further entrenched their position as one of the most profitable companies in their industry
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