VC has helped many manufacturing (incl. machinery, chemicals, agro etc) companies boost their profitability through intensive margin optimisation programs and product management excellence programs.
Manufacturing companies need continiously to adapt their product portfolio requirements to changing customer expectations and segments - and with software being more and more part of the solution, new go-to-market approaches need to be discussed.
Manufacturing companies also need to get grip over net (target) prices in their regions and channels and implement price and discount guidcance per segment/application, inclusive the value-added services.
We have helped clients to redesign their product management organisations and processes - spice up their go-to-market strategy - and install margin optimisation projects and increase pricing maturity.
Unilever, Nestle SA and other consumer giants are wooing investors with cash rewards as they lose the pricing power that’s historically driven sales growth and predators circle the industry. Read the full article here : https://www.bloomberg.com/news/articles/2018-04-19/unilever-plans-7-4-billion-buyback-as-pricing-faces-squeezeRead more
The organisation was integrated in a multinational concern and needed a new market strategy. The segmentation and positioning was outdated - and product innovation and value communication to DMU needed improvement.Read more
After the new investors privatised the company and realised a succesful transformation path - thanks to important investments in operations and implementation of a new global sales organisation - the production facilities were reaching full capacity again. This triggered a new phase for the organisation, switching from a volume strategy to a value/profit strategy. This new strategic path required a new market and pricing approach, with a focus on high added value applications to yield on every ton of the available capacity.Read more
When discount policies have not been managed well during years with sales reps giving too much freedom to negociate net prices, the logic in the discount policy is completely gone. This resulted in widely scattered net prices without any logic in customer performance. The new commercial director wants to reinstall price integrity and discount discipline.Read more