Realignment of the condition system
Customer
Market leader DACH in the beverage industry
Project
Revision of the conditions for GFGH & Retail
Power range
Marketing & Sales Consulting
Description
Complete restructuring of the condition system LEH – wholesale – outlet, taking into account and implementing the Europricing requirements. The aim was to force performance in the awarding of conditions.
Main focus
- Strategic and operational delineation of net price positioning of distribution channels.
- Drastic reduction of gray market deliveries.
- Significant increase in contribution margin for selected key accounts.
- Reduction of the volume of conditions as a percentage of sales by approx. 8% points (period 2 years).
Your contact
References from the same area
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Prices and conditions have the greatest influence on the earnings situation of companies compared to many other variables. Pricing policy decisions are particularly significant because they affect both the volume and a value component of sales. Thus, wrong decisions in setting the price can lead to serious profit losses.
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Digital marketing – strategy and planning
We will be happy to assist you in building your marketing strategy. From target definition to controlling, we develop a custom-fit solution step by step. You can learn more about our approach here.
Price & Conditions Management
Prices and conditions have the greatest influence on the earnings situation of companies compared to many other variables. Pricing policy decisions are particularly significant because they affect both the volume and a value component of sales. Thus, wrong decisions in setting the price can lead to serious profit losses.
Testing service provider – Key account strategy
Concept for professional key account management for optimal support of “key customers