An industrial equipment company recorded an 8.7% increase in total margins
A disciplined pricing model, governance, and front-line enablement increased net margin 14.7% on covered products while lifting overall margin 8.7%, without triggering volume compression.
A PE-backed manufacturer and distributor of surface preparation equipment, parts, and supplies struggled to capture value due to inconsistent pricing behaviors in the field. List price was rarely used, and sellers defaulted to "last price paid," limiting profitability and creating distrust after prior pricing initiatives.
The company needed a pricing system that sales could execute consistently, customers could understand, and leadership could scale without sacrificing volume.
Analyzed customer behavior, value drivers, and price sensitivity to define actionable segments and price corridors.
Built a clear, defensible model aligned to customer dynamics, prioritizing high-value accounts and products.
Established discount rules, escalation paths, and approval workflows to protect margin while managing volume risk.
Converted strategy into seller-ready tools (rate cards, deal guidance, exception logic, talking points).
Implemented pricing campaign planning from annual direction down to weekly execution, with accountability by region and team.
Delivered role-based training, scripts, and objection handling so reps could communicate the "why" and hold price.
Tracked margin lift, price realization, and mix impacts to guide iterative refinements and protect volume.