We are a team of experienced management, technology and quantitative analytics professionals with a proven track record of designing, leading and successfully delivering customized data-driven performance improvement initiatives for clients in the distribution, energy, technology, manufacturing and food service industries.
We work closely with our clients to design, develop, and deploy data-driven market analytics which deliver actionable and precise guidance for pricing, marketing mix and customer relationship management decisions that have a material and measurable impact on their bottom line.
We approach each project with a pragmatic purpose and sense of urgency working hand-in-hand with our clients to deliver timely and exceptional results.
We tailor each solution to the specific patterns and insights drawn from our clients' data creating highly customized pricing and marketing guidance specific to our clients' customer base and their transaction history.
We quite literally measure our success by the incremental gross profit our solutions deliver to our clients. We monitor and report gross profit lift as measured against a historical baseline that we mutually establish.
We have a wealth of experience implementing solutions in a variety of industries and working collaboratively with our clients to transform their organizations and deliver a sustainable sales advantage.
The tactical pricing and marketing guidance we provide must be closely aligned with our clients' sales and marketing strategies. We work with our clients to ensure that the guidance and solutions delivered are rooted in their go-to-market strategy. We can, and often will, assist in the design and execution of strategic studies to inform these decisions including:
Customer Segmentation: We design and conduct traditional customer segmentation studies for market sizing and opportunity assessments, as well as algorithmic segmentation studies distilling customers' preferences, loyalties, and price sensitivites revealed in their purchase decisions and transaction history.
Solution Positioning: We augment segmentation studies with voice-of-customer and/or conjoint surveys to aid our clients' in developing solution value propositions that align to their target market segments.
Sales & Marketing Planning: Leveraging findings from customer segmentation studies as well as insights distilled from an algorithmic review of transaction history we can identify specific penetration opportunities and promotional offers as input into the sales and marketing planning process.
Driving maximum value through market analytics and pricing guidance requires effective sales organizations and systems. To better understand the foundation upon which we're building we work with our clients to review:
Sales Alignment: We work with sales leaders to ensure that commission structures and incentives are aligned with corporate goals, and the sales team is aligned to market needs through a voice of customer survey and review of revenue contribution.
Sales Performance: We work with sales operations leaders to perform a gap analysis for major customers and scorecard each salesperson against their quota and pipeline benchmarks.
Organizational Efficiency: We work with client leaders to baseline current asset utilization, collection efficiency and inventory turns to accurately measure future benefits.
With a solid foundation in place, we need to ensure that guardrails and reporting are in place to capture maximum value.
Price Controls & Execution: We work with management to ensure appropriate oversight of the sales quotation process via system-managed price approvals and thresholds. Additionally, we monitor and report revenue leakage through rate index trend analyses, regional benchmarking, contracted-to-actual gap analyses and list-to-invoice waterfall studies.
Economic Pricing Models: When necessary we work with our clients' operations and management personnel to develop pricing models that use their true economic costs to impute pricing based on a targeted economic profit. These are helpful when the true marginal costs of a product, rental or service are masked by accounting aggregations and allocations.
We help our clients achieve their market objectives through highly tailored pricing guidance based on their own transaction history and current market dynamics.
Market Intelligence: We use proprietary algorithms and tools to distill crucial insights into the pricing profiles of our clients' customers based on their transaction history.
Predictive Pricing: We marry insights derived from our clients' transaction history with available market data to provide precise pricing guidance to either maximize profit or capture market share with a given likelihood.
Tracking & Reporting: We closely track the price execution and profitability of every transaction against a pre-established baseline to measure and report incremental profit and share growth on a monthly basis.
Our team has extensive experience delivering significant value in the distribution sector. We have delivered customer-item level pricing and product mix guidance to food service and industrial distribution clients resulting in millions of dollars in incremental gross profit annually.
We have deep experience implementing performance improvement initiatives for industrial sales and rental clients. Our team is intimately familiar with the price execution, revenue management and cost containment challenges that often affect this sector, and we have designed and implemented management tools to help our clients improve operational efficiency and increase profitability.
The magnitude and pace of change in the retail and consumer packaged goods industry offers great opportunity given the right approach and capabilities. We have worked with some of the premier CPG companies in North America delivering data-driven solutions that inform critical decisions on marketing and trade spend with material impact on market share and profitability.
Our expertise in data analysis, performance improvement and operations management helps our industrial services clients maximize bill multiples and grow market share in a highly competitive environment.
Sweeping changes in technology, automation and globalization have created new opportunities as well as challenges in the Manufacturing and Technology sectors. The coming decade will see significant changes, and companies will need to be agile and adaptable to profitably position themselves in the new market landscape. We help our clients develop the necessary data analytic skills and capabilities that will soon become table stakes in the new economy.
With our partners, we bring the right mix of management, technology and quantitative skill sets to bear to meet your needs.
