Our client's business outcomes
Our initial work involved a comprehensive assessment of current commercial and pricing strategies, considering both qualitative and quantitative aspects:
- Extensive interviews with key stakeholders ranging from the CEO and Sales Director to client-facing staff
- Field visits to meet with customers and retail partners of our client
- In-depth analyses of existing sales data to understand customer segmentations and corresponding pricing practices.
- Benchmark of our client's competitive landscape to build a comprehensive view of the value chain and assess current price positioning vs. the market as well as primary growth targets.
Combining all those insights, we identified and highlighted major pain points associated with the current pricing & sales policy, which allowed the top management, along with us, to define the company's new ambition of the sales & pricing policy in terms of market share gains.
After that, still with the client's teams, we designed a new pricing scheme, both more competitive and protective of the margin. Utilizing BearingPoint's simulation models, our client was able to project their business and identify the ideal market positioning. Through Optix, BearingPoint’s pricing software, we proposed multiple evolution scenarios to the client within a short timeline, each with corresponding price lists, discount waterfalls, and impact analyses (by product, market segment, and client). This enabled the project team and us to fine-tune the target commercial policy to ensure alignment with the objectives outlined during our collaboration.
The final aspect of our mission was to lead the change management efforts associated with the implementation of this new commercial policy, engaging both the client’s sales teams and key partners to secure acceptance of this new market strategy.
Other success stories
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Agri-Food Industry Leader: Price Repositioning in a Matter of Weeks
In a context of generalised inflation of raw material costs, our client, a French agri-food industrialist, needed to overhaul its prices to secure or even improve its profit margins. After reworking its sales & pricing policy framework, the company asked for our help to recalculate price lists to ensure they are both in line with the market and profitable.
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