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Case Study

A Leading Metals Distributor ROI increased x10

A $4B+ metals distributor needed market-relevant, dynamic pricing across volatile cycles. Leadership wanted tighter discount discipline and faster quoting, plus an implementation approach that would stick across sales offices and customer segments.

  • Pricing

Company’s Challenge
Margin compression and inconsistent field pricing made it hard to protect profitability and win rate in volatile markets.

  • Margin compression intensified during volatile and declining market cycles
  • Discounting varied widely for similar customers and deals
  • Quoting was slow and lacked analytics for price decisions
  • Sales teams lacked shared understanding of pricing rules and guardrails

Cortado Group Results

  • Discount variability dropped meaningfully across like customers and transactions.
  • Win rates increased 5% to 10% across geographies and customer segments.
  • In-scope portfolio margin improved 200+ bps.
  • The initiative delivered 10x ROI through improved price realization and control.

Cortado Group Solution Strategies

Design Pricing Engine

Built index-based logic to set prices from relevant market indices and inputs.

Re-Price Portfolio

Established pricing for new and existing products with clear corridors by segment.

Set Discount Guardrails

Defined when reps can discount, how much, and when approvals are required.

Embed in CRM/CPQ

Delivered CRM-integrated CPQ guidance to improve quote speed and accuracy.

Operationalize Governance

Implemented cadence, ownership, and escalation paths to sustain adherence.
​

Train the Field

Ran implementation training across US sales offices with role-based scenarios.

Instrument Measurement

Built a methodology to track adoption, realization, win rate, and margin impact.

Enable Continuous Improvement

Created a feedback loop to tune thresholds and rules as markets moved.

Solutions Provided

  • Pricing Model & Architecture
  • Price New & Existing Products
  • Discounting Methodology
  • Pricing and Sales BI Tools

Key Insight

An index-driven pricing engine reduced discount variability, delivered 200+ bps margin lift, and generated 10x ROI.

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