Fair pricing for providing good service.
More success with clear pricing and customer segmentation.
If you treat every customer the same and don’t charge for extra services, you’ll live to regret it. That is what happened to a pioneer in plant technology.
During an overall analysis focusing on customers and markets, we advised our client to make far reaching changes to their sales process and to their pricing strategy. After initial customer segmentation and introduction of specific guidelines for each segment and sales training involving expert input from Pendl & Piswanger, their results increased within 1.5 years from 5 % EBIT to 7 %. That is the kind of effect we achieve to drive new growth.