Case Study

Overhauling customer pricing and terms with one of the World’s leading Healthcare companies

Our client, a leading Global healthcare company, saw an opportunity to change their entire customer pricing infrastructure to make it more consistent, defendable and conditional. We worked with them to assess their current net pricing in detail and to build a new pricing structure that supported their long term business strategy, and established a more principled approach to discounts that allowed customers to earn prices that reflected their support of the client’s portfolio, albeit in ways that were mutually beneficial.

As always with pricing and terms projects, the really tough challenge that needs most focus and support is implementation, winning the hearts and minds of Key Account Managers and supporting them to build a gradual transition plan and the make it happen.

Sellex has implemented dozens of customer pricing and terms projects in the FMCG market and beyond: contact us to hear more about our pragmatic, real-world approach.

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Select Clients

Asics
BAA
Bacardi
BBC Worldwide
bel
Birds Eye
Black & Decker
Britvic
BT
Coca-Cola Enterprises
Diageo
Disney Consumer Products
Dyson
gsk
Heineken
Hovis
Iffco
JTi
Kingfisher
Lucozade Ribena Suntory
Magners
Mars
Nestlé
The North Face
Pentland
Pepsico
Pepsico International
Premier Foods
Prudential
Reebok
Red Bull
S&N
Scotts
Sony Ericsson
Sorouh
Twinings
UB
Ülker
Vans
Walt Disney Home Entertainment
Wembley Stadium
Westmill Foods