Select Performance Improvement case studies include quick wins pricing, 80:20 based redesign, sales force effectiveness, marketing processes optimization, among others.

 

Here is a case study of a 'quick wins' pricing improvement geared towards an immediate positive impact on profitability with minimum disruption to top line. As is often the case clients had a general idea about potential sources of value, in this case primarily centered around 'Tail' of the business.  WWG was able to quickly pressure test their hypotheses, and develop and implement alternate plans for a more impactful outcome. We achieved what the client was previously unable to with larger consulting firms.

​

Client:

US Industrial

 

Situation:

Client looking to improve profitability in the immediate term engaged WWG to improve budgeted Pricing targets of $1.8M in the Americas, a $400M business.

 

Action:

• WWG implemented best in class proprietary playbook customized for client.

• Tested Tail hypotheses and established as low value high effort.

• Identified opportunity in mid-core segments. Developed and implemented segmented pricing plans of $3.7M.

• Customized and implemented a how-to pricing guide, and trained sales, product management and customer service teams.

• Identified gaps in Pricing management: excessive reliance on SPQs leading to price leakages; all Prices not in SAP.

 

Result:

• Exceeded budgets and sales team's reach goals - YoY results of $3.9M vs. $1.8M AOP target and $2.7M target by sales team.

• Developed a price book for distributors, ran a pilot with a major distributor, established a mechanism to stem leakages in channel pricing plans.

• Mapped all new prices into SAP.

• Trained a cross functional core and extended team of 50+ on value selling and managing price.