Price execution under control
Case Study
This parcel express operator was experiencing the following situation:
- Sales Executives most often used to quote the “bottom-price” with numerous price adjustments requests
- Low conversion rates in many segments
- Long quotation cycles
- Incomplete and disseminated win/loss data not used to adjust dynamically the pricing policy to market conditions
- Low contract materialization rates in many segments and no tool to track contract compliance in a systematic way
- Sales team compensation bonuses do not include incentive to sell at higher prices
The implementation of a pricing tool permitted to bring the pricing processes under control.