Consulting

Pricing & trade terms optimisation

We work with consumer brands to realign their pricing and investment structures to their strategy, driving significant process efficiencies and improving ROI on trade spend

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What's the challenge?

Most consumer goods companies are grappling with a 'spaghetti' of inherited pricing and trade terms agreements that can feel like a 'can of worms' to tackle and have often not been reviewed for many years. Without a clear, consistent structure to pricing, consumer goods companies risk causing confusion over new product pricing and losing money through ineffective pricing and unconditional trade terms.

A structured pricing framework will help you:

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Our approach to structured pricing follows four key phases:

01

Picture of today

Gathering of core financials and running of interviews to better understand the business, vision & current position

02

Vision structure

Create the shape and prioritisation of investment levers & definition of vision margins

03

Scale of change & design

Iterative modelling of the new structure & quantification of the impact to customers

04

Implementation & training

Putting together the selling story, planning the implementation & embarking on a series of training and roleplay sessions

Do these issues sound familiar to you?

  • Legacy pricing structures

  • Indefensible pricing & unconditional trade terms

  • Proliferation of investment structures

  • No relationship between level of investment & scale or strategic importance of customer

With a structured pricing framework:

  • Gain a platform for future growth of the business

  • See a clear performance-based pricing & terms framework for teams to operate within

  • Reduce pricing risk across channels & markets

  • Gain the ability to drive profitable growth, optimise mix and improve ROI on trade spend

Questions? Get in touch

Fill out the contact form below and we'll be in touch to discuss your pricing and revenue growth management needs.

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