The Opportunity
A leading manufacturer of warewashing solutions and ice makers identified an opportunity to enhance pricing consistency across regions and improve margin performance. With increasing competition, diverse customer requirements, and local discounting practices, the business needed a robust strategy to optimise pricing and streamline discounting.
The sales team lacked confidence to defend pricing, market intelligence and end-customer value drivers were poorly understood, and a flat approach to price changes and discounting was leaving margin on the table. The complex value chain with multiple product dimensions made it clear that a structured, data-driven approach was needed.
Key Results
+7%
Pricing benefit as a percentage of revenue in the first year
Tools
Pricing tools and processes implemented to enable further increases efficiently
Zero
Customer churn from discount logic changes, reducing value leakage
Our Approach
1. Product Segmentation and Pricing Framework
Designed a differentiated pricing strategy for warewashing and ice maker product lines, aligning price architecture to customer value drivers and market positioning. This created clarity across the portfolio and enabled targeted pricing actions by segment.
2. Discounting Logic Redesign
Introduced a structured discounting framework to eliminate inconsistencies, improve transparency, and ensure pricing discipline across global markets. The new logic replaced ad-hoc discounting with a systematic approach tied to customer value.
3. Commercial Capability Building
Ran collaborative workshops to upskill sales and commercial teams, enabling them to adopt the new approach effectively. Sessions focused on building confidence in pricing conversations and equipping teams with the tools to defend value.
4. Implementation and Monitoring
Piloted the solution in selected markets, then scaled globally with governance processes and dashboards to monitor performance and sustain results. The organisation is now well-positioned to maintain profitable growth with stronger pricing discipline.
Why It Matters
Manufacturers of commercial kitchen equipment can unlock hidden value, improve competitiveness, and embed pricing excellence to drive long-term performance. A structured approach to pricing and discounting turns complexity into clarity, giving sales teams the confidence and tools to defend value in every conversation.
Want to explore what this approach could look like for your business? Learn more about our consultancy services or get in touch.