Industry

Chemicals & Materials
Chemicals

Company Profile

  • Specialty chemicals manufacturer
  • Serves all major brands in the automotive industry
  • Global presence spanning 29 countries

Situation and Objectives

  • Identify improvement areas and additional monetization opportunities
  • Uncover full product value and determine value-based pricing
  • Develop governance, process and tools to enable value selling

Project Set-up

Results

  • Value-based portfolio framework including value-based global and local list prices
  • Defendable conditional discount structure
  • Pragmatic tooling to define optimal deal prices and calculate value-add
  • Monitoring tool that monitors pricing performance and supports account planning
  • New commercial governance and process

Impact

  • 2,8% (~€3 m) Return on Sales improvement

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