Pricing can often be an effective instrument to improve our position in the marketplace.

In this case, we analyzed aspects such as pricing discipline, payment conditions and discount structures of a business unit. Under normal circumstances, major customers would be offered lower prices than customers who order only smaller quantities. However, pricing differentials sometimes deviate from the norm over a period of time and need to be corrected.

We evaluated the improvement potential and monetary benefit of price adjustments. With high costs for logistics and local distributors, it was our chance to intervene, too. We developed recommendations and new models for regional sales management.