Presenting Optimized Prices Through Existing Quoting Tools Minimizes Adoption Issues
With the proper technology, companies can now enjoy the best of both worlds. Price segmentation and optimization allow companies to fine-tune their pricing models to high levels of granularity and detail. At the same time, these technologies also “shield the field” from underlying pricing complexity, producing simple outputs that are easy to adopt and execute through familiar tools.
Success on a Smaller Scale Creates Momentum and Support for Broader Roll-Out
Pricing technology is unlike other enterprise-level technologies. It’s not something you have to deploy across the board, all at once. You can start small with a pilot program, getting comfortable in the shallow end of the pool before doing a cannonball off the high-dive.
Feeding Optimized Prices Through Legacy Quoting Tools Generates Fast Results
Some companies aren’t content to wait a year or more for a pricing initiative to make an impact. They want results now, and know that simply improving the quotation system alone won’t do it. These firms understand that by integrating optimal prices with their current quotation system they can generate big profit gains in record time.
Generate Even More Incremental Profit by Optimizing Freight Charges and Shipping Fees
For most manufacturers and distributors, their interest in pricing is primarily centered on setting and getting the best possible product prices. But while establishing market-aligned prices for every item on every order is certainly a primary concern, another significant opportunity is frequently overlooked...the opportunity to also profit-optimize the shipping charges.
Industrial Manufacturer of Electrical Products Case
A $3B global manufacturer of electrical products deployed Zilliant Precision Pricing Suite (ZPPS) to supply optimized price targets to sales teams, and margin analysis and enforcement tools to pricing analysts managing a $1B spot transaction revenue stream.The deployment is on track to yield well in excess of $10M of annual incremental profit and produced numerous operational efficiencies across the organization.
Leading Packaged Goods Distributor Case
A multi-billion dollar distributor implemented ZPPS Optimization and ZPPS Analytics in six weeks to provide optimized price recommendations for its highest-velocity SKUs to hundreds of field sales representatives. Though the first year’s implementation was limited in scope, it yielded an estimated $1M of incremental margin dollars, paving the way for the full rollout of an enhanced solution across a dozen additional business units.
High-Tech Distributor of IT Products Case
A leading IT solutions provider deployed Zilliant to better differentiate and optimize prices. Zilliant’s Precision Price Segmentation service identified more than 6,000 discrete pricing segments based on a statistical analysis of sales transaction attributes such as account size, product mix, and rebate level. Using these differentiated prices, sales reps are achieving margins 10 to 20% higher than before, capturing tens of thousands of dollars of incremental margin every day.
Building Products Distributor Success Story
Management at this $3.8B building products distributor sought to institute a structured, data-driven model in which true market-based prices drove margin improvement, with a goal of increasing return-on-sales (ROS) from 6% to 8%. The distributor chose Zilliant as its solution partner because of Zilliant’s comprehensive, science-based pricing software suite, and its proven track record of increasing profits with similar distributors.
Leading Building Products Manufacturer Success Story
Realizing that increasing competition and material costs would intensify margin pressures, and faced with aggressive margin and market goals, executives at this multi-billion dollar manufacturer of building products set out to make the pricing process more effective and predictable.They realized that enterprise technology would be essential due to the scale and scope of the necessary changes.
Top Medical Device Manufacturer Success Story
With hundreds of contracts over $1M and hospitals seeking to lock in newly-lowered costs for multiple years, executives realized they needed to better equip sales teams with the tools and information needed to negotiate effectively with professional buyers. Given the large and dispersed sales force, many of whom were independent agents, executives knew that enterprise technology would be essential to successfully enacting these changes.