CASE STUDY
Dynamic value-based pricing: enhancing operational and commercial synergy in a global leader in aluminium coil coating
Company
HQ
The Netherlands
SIZE
Mid enterprise
INDUSTRIES
Manufacturing
VALUE CREATION
Pricing
INVESTOR
Private equity
What they wanted
As a prominent player in aluminium coil coating, supplying essential stakeholders in the construction and automotive industries, the goal was to enhance operational and commercial alignment with the value delivered to customers.
What we did
We commenced internal interviews with key stakeholders, identifying and crystallising pivotal value drivers for our organisation. After shortlisting the primary drivers, we conducted internal data analysis to formulate hypotheses, subsequently validating them through interviews.
Pricing levels for each driver were then developed, aligning prices with their corresponding perceived value. This was followed by the implementation of the new pricing logic and the integration of monitoring capabilities for continuous testing and learning.
What was achieved
Through the implementation of a pragmatic and user-friendly pricing logic, we facilitated a win-win scenario, yielding improved business outcomes and heightened focus on customer preferences. Our efforts initiated a cultural shift, fostering a mindset change from cost-based to value-based, garnering full commitment from sales teams to C-Level. We provided comprehensive training and established a foundation for ongoing continuous improvements.
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