What they wanted
A highly specialized manufacturer of industrial drying and granulation services, wanted to improve the return on their value-added-services they offered along with the production of their core products.
What we did
Initially, we sized the opportunity assessing for each customer the potential to upcharge for the consumed value-added services, but also identified that for most customers there was also still potential in the pricing of the core product. We then set up a value-based communication program to be able to have a standardized yet individualized communication for each customer to inform them about the targeted price increases. Subsequently, we guided the team from communicating the price increase to closing the deals for all customers in scope providing support during the negotiation phase with each customer.
What we achieved
Due to our initial analysis where we identified additional potential in the core product segment, and our well-received communication all customers accepted the proposed price increases and we delivered over 20% more EBITDA than targeted.