Distribution
The distributor attempted to manage inflation unsuccessfully through spreadsheets and mass emails to a sales team of more than 1,000. With an average of only 15% of proposed price change recommendations being accepted, something had to change.
Rather than surrendering to the chaos, they deployed the ProfitOptics Pricing Platform and achieved a 4x increase in margin recovery compared to their independent effort.
ProfitOptics deployed its highly intuitive, proprietary software for pricing modeling. Sales and pricing teams can use it to configure rules for price hikes, potential customer churn rates, and statistical confidence levels on a product-by-product basis to present validated opportunities.
The system also provided real-time feedback on who created the proposed price change opportunities to facilitate competition and accountability amongst senior sales leaders.
“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.”
Key Technologies
Contact Info
High User Adoption for High Profit Recovery
within the sales team and overwhelmingly positive feedback on the new process
in margin recovery
in price-change opportunities presented and proposals accepted
