Industrials
Rebuilding pricing discipline at an industrial manufacturer
A margin programme that turned a fragmented price book into a managed lever.
- +2.1 pts
- Gross margin
- 92%
- Quotes within guardrails
- < 6 mo
- Payback
The challenge
Pricing had drifted for a decade. Discounts were granted locally with no view of the margin impact, and the best customers were quietly subsidising the worst.
Our approach
We brought transparency to margin by product and account, set guardrails the sales team could work within, and stood up the cadence to manage price as an ongoing discipline.
The outcome
The company recovered margin in its first year and, more importantly, kept the muscle to manage it.
Representative engagement — anonymised and illustrative. Outcomes reflect the type and scale of results achieved in similar engagements.
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