Case Study: Pricing Organization Design – Fabricated Metal Products

Challenge: A global leader in the fabricated metal products industry sought to improve its pricing policies regarding deal-specific price variances. Executives demanded greater transparency, consistency, and accuracy in their customer-specific pricing decisions.

Approach: The fabricated metals products company engaged Wiglaf Pricing in a strategic consulting effort to analyze their transactional data and define the needed organizational changes to improve customer-specific pricing decisions.

Result: Wiglaf Pricing identified areas where customer-specific pricing decisions led to suboptimal pricing, quantified the value of creating a pricing organization, and defined the needed people, process, and tools to capture the value of a better pricing policy. The result has been a greater discipline, transparency, and reliability in pricing, which finance, marketing, product strategy, and sales executives all agree are in their individual and collective best interest.