Fortune 25 Distributor

Our team and technology are agile, so you can be agile.

CASE STUDY

Fortune 25 Distributor

Janitorial & Sanitation

THE CHALLENGE

Inflation (product cost increases) is the #1 contributing factor of margin erosion if action is not taken to adjust customer sell price.  The process of managing an “inflation event” via XLS and emails among 100’s of sales reps was extremely cumbersome and yielded an average of 20% of proposed recommendations.

THE SOLUTION

The ProfitOptics Platform allows the pricing team to configure rules to present 2x more validated opportunities within an actionable, easy-to-use interface.  Real-time feedback of who is acting on proposed opportunities drives accountability and provides healthy competition among senior sales leaders.

THE RESULT

After the first “go-live” event, the sales team provided overwhelming positive feedback on the newly implemented process for its ease-of-use interface.  Moreover, the ProfitOptics solution enabled the pricing team to achieve a 400% (4X) increase in margin recovery compared to prior events (200% increase in opportunity presented, and 200% increase in approved/accepted proposals).  In the words of the client project manager: “ProfitOptics expanded our vision of what is possible.”

4X Increase

Profit

  • Sales adoption of a new process is oftentimes very difficult. However, with the highly configurable ProfitOptics Platform, we engaged the sales team to confidently act on prescribed opportunities.
    Vice President, Sales Operations

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