Challenge

The merger of 2 leading label manufacturing companies resulted in issues with unincorporated data living in multiple silos across regions & functions. Blind spots in pricing across customers were leading to significant leakages affecting profitability. The challenge was to identify points of leakage and long tail customers dragging down the margins and help drive decision making on pricing.

Approach

Automating and maintaining a dashboard for continuous pricing visibility helping identify anomalous behavior and intervention opportunities across BUs, plants and customers. PVM analysis to better explain change in revenue or margins over time and how they were influenced by changes in price, total costs, sales volume, or currency fluctuations. Monthly and quarterly org reports on critical KPIs driving conversations on pricing and impact on margins and highlighting immediate actionable items to drive long term margin growth.

Outcome

Pricing across BUs, regions and services were tracked helping to set strategic pricing goals. Identified customers and contracts with lower price or smaller revenues leading to margin loss.