Company’s Challenge
The company needed a pricing system that sales could execute consistently, customers could understand, and leadership could scale without sacrificing volume.
- List price adherence was only 20% to 30%, with heavy discounting as the norm.
- Sellers relied on “last price paid” or “lowest acceptable,” not value-based price bands.
- Prior pricing attempts eroded trust, increasing resistance to change.
- Supply chain volatility created uncertainty in availability, cost, and quoting decisions.
- The organization lacked governance, tools, and enablement to sustain pricing discipline.
