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Blog: Case Studies – Manufacturers | Strategic Pricing Associates (SPA)

The following are highlights from some of our manufacturing client case studies that will help you to learn more about how companies have partnered with SPA to realize significant margin improvement with a fast ROI. These case studies cover all aspects of SPA’s work with clients including data and analytics, sales force training, behavior/culture change, and sustaining ongoing profitable pricing strategy.

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Featured Manufacturer Case Studies

Parker Hannifin

Working with operational leaders worldwide, SPA developed pricing strategies that maximize the profitability of each business unit. Parker distributors have consistently achieved improvements greater than 2 percent of sales; and many have reached 4 percent of sales.

The project covered virtually every aspect of Parker’s pricing mix including:

  • competitive strategy and positioning
  • channel pricing strategy into distribution: list prices, discount tiers, rebates, exception pricing guidelines
  • value-based economic analysis of customer usage
  • good/better/best positioning of products
  • new product pricing strategy
  • direct account pricing strategy: customer/part number pricing recommendation
  • global pricing agreements
  • management of freight recovery, EDI incentives, other terms and conditions

Click here to read the complete case study.

General Electric

Working with GE operational leaders, SPA developed pricing strategies that maximized the profitability of both business units. The project covered virtually every aspect of GE Lighting’s pricing mix:

  • competitive strategy and positioning
  • channel pricing strategy into distribution: list prices, discount tiers, rebates, exception pricing guidelines
  • distributor special price request rationalization
  • value-based economic analysis of brand value in the consumer channel by segment
  • good/better/best positioning of products
  • new product pricing strategy for the reveal product line
  • global pricing agreements
  • management/rationalization of channel coop funds
Click here to read the complete case study.

American Standard

Working with operational leaders, SPA developed pricing strategies appropriate to maximizing the profitability of both business units. The project covered virtually every aspect of American Standard’s pricing mix:

  • competitive strategy and positioning
  • channel pricing strategy into distribution: List prices, discount tiers, rebates, exception pricing guidelines
  • distributor special price request rationalization
  • good/better/best positioning of products
  • management/rationalization of channel coop funds
Click here to read the complete case study.

ExxonMobil

SPA provided ExxonMobil’s Lubes & Specialties Business with its Product Sensitivity Profiling to build list prices using a market-sensitive approach focused on discounting only where it produces results. Using the SPA proprietary Price Indexing methodology, ExxonMobil assessed its rebating process to identify leakage points.

Click here to read the complete case study.

Click here to read more Case Studies.

Upcoming Events

September 11

Learn How Harry Cooper Supply Uses Strategic Pricing Tools to Identify and Capture Available Margin Premiums

Register to attend our webcast that starts at 2:00 PM EST where Larry McMullin, CFO at Harry Cooper Supply will share their journey to pricing excellence and how they are leveraging science-based strategic pricing tools to identify and capture available margin.

To implement a solution that enhanced profitability, developed pricing discipline, and removed emotion from the pricing function, they turned to SPA to implement a proven strategic pricing initiative founded on SPA’s powerful pricing analytics tools. During this 60-minute webcast, they will share their experiences and advice that will provide you with a wealth of practical knowledge including their fast ROI and lessons learned!

Click here to register

September 17-19

SPA will be participating in theEclipse User Group Conference in Atlanta, GA.

September 21-23

SPA will be participating in the Prophet 21 User Group Connect 2014 Conference in Dallas, TX.

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