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London, UK · Private Equity Portfolio · Industrial Manufacturing
Pricing Improvement Program · Private Equity-Owned Welding Supply Manufacturer
2–3pp
Gross margin improvement per market
4
Rollout waves over 12 months
35%
Max price variation found for same product
100%
Sales team adoption by program close
Situation
Three years of transaction data showed the same product being sold to comparable customers at prices varying by up to thirty-five percent. The variation was structural, consistent across geographies, and entirely the result of autonomous rep decisions made without any shared pricing framework.
Approach
Built rep-level price opportunity capture sheets. Set rep-specific improvement targets. Wave-based rollout with individual coaching. Power BI impact tracking dashboard. Revised distribution price book.
Impact
2 to 3 percentage point gross margin improvement sustained after engagement close. Sales teams began using the tool voluntarily in client meetings. Resistant markets became the strongest advocates.
Results visualised
Gross margin recovery across four engagement waves
Each wave represents approximately three months of implementation, starting with highest-alignment markets and using early results to bring resistant markets along.
Read the complete case study
Full methodology, results visualisation, Power BI dashboard breakdown, and implementation learnings from all four deployment waves.