$2B Distributor

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CASE STUDY

$2B Distributor

HVAC & Plumbing

THE CHALLENGE

Our client knew their pricing practices were ineffective in capturing a customer’s full willingness to pay.  With 100,000+ possible pricing combinations, decision makers were paralyzed by one dimensional, non-actionable data.

THE SOLUTION

ProfitOptics configured the Price Manager module, a web-based application that identifies pricing opportunities using a highly sophisticated rules-based engine.  Pricing decision makers create pricing projects to model a variety of pricing scenarios in order to minimize risk while maximizing opportunity. Once projects are approved, price changes are logged and automatically updated in the company’s system. Robust comparative reporting and benefit tracking are provided to quantify GP$ improvements and drive accountability.

THE RESULT

Greater than 95% of price increases were accepted by customers, driving an immediate GP% improvement of ~1.2% on the entire base of business.  Pricing complaints were confidently managed through price objection training and easy access to supporting data.

1.2% Increase

Annual GP% Gain

  • ProfitOptics configured our most profitable technical solution ever. Their ability to understand our business and data and their innovative approach to mold their solution to meet our specific needs, provides us a significant competitive advantage.
    Vice President, Corporate Sales Operations

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