Pricing specialist to boost trucks topline and margins

Project status
Project start date
Not specified
Project posted
14 Sep 2016 11:06
Project duration (approx.)
2 Months
Budget (approx.)
€1200 / day
Consulting, Automotive
Area of expertise
Consultant location
French (Essential)

Objectives and Key Deliverables

We are an automotive company seeking a consultant to help define a new pricing strategy for the business.

The project will involve:
1) Understanding the price positioning of the overall market
2) Identify pricing opportunities and recommendations, based on understanding of elasticities and KVIs
3) Detail an execution and ployment plan for the new commercial policy

The project will run until the end of November.

1. Understand the price positioning of the market
• Offer : Identify the scope of SKUs to start to work on (80-20)
• Competitors : Identify competitors and the regions the set of competitors to benchmark prices of the SKUs, launch a market benchmark on these SKUs (combination of expert discussions and called calls)
• Grouping of the SKUs : Based on the above, define a first grouping of the SKUs (KVIs, margin-builders,..)
Key deliverables would be a detailed understanding of our price positioning vs. competitors and a grouping of the SKUs by group to work on

2. Pricing opportunities and recommendations
• Elasticities : Based on the above, determine estimated elasticities of SKUs
• Pricing opportunities : Based on the elasticities, determine pricing strategy and recommendations (e.g. tactical changes)
Key deliverable would be a set of pricing changes

3. Understand economic impact of this new pricing strategy for the business and design a detailed execution plan
• Economic impact: Quantify the impact on sales and margins of the new pricing policy
• Execution plan: Identify a simple execution plan to execute the new pricing strategy

Key deliverable would be a detailed execution plan of the recommendations

Proven experience in developing pricing policies
Experience of B2B pricing strategies
Ability to work autonomously
Understanding of the automotive and truck market is a plus

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