Case Studies
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A manufacturer leveraged established product value and saw immediate impact on bottom line.
Client challenge
- Margins were tight restricting growth and investment in R&D
- Could not keep pace with competitors
- Low prices were impacting brand equity, client perception in the marketplace
Incentica’s Solution
Increase price by connecting clients to quantifiable benefits:
- Determined key needs of clients
- Quantified product/service alignment with needs
- Compared competitor price to needs delivery ratio
- Recommend price increase and least path of resistance in market
- Consult with stakeholders to create plan
- Coach execution, monitor plan for adoption in the market
Impact on client’s business:
Rapid path to margin growth
- Universal acceptance of new pricing by current and prospective clients
- Gross Margin increased by 100% almost overnight and was sustained
- Tens of millions more cash to put into R&D and create further momentum
- Brand equity and market perception improved dramatically
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Steve Williams CExP™, CMAA
Partner, Incentica Business Plans
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