Client Situation/Need:
Ducker Solution:
The Ducker Carlisle team launched qualitative and quantitative research to identify key value drivers. These activities included: customer interviews, a willingness-to-pay study, and the gathering of competitive pricing data. Ducker Carlisle also developed a comprehensive segmentation matrix to classify products based on competition levels or value factors. This matrix reduced the client’s pricing segments by 70%, thus expediting the pricing review process. Given the variability in competitiveness for the aftermarket filtration market, the Ducker Carlisle team layered in market-based information where applicable and leveraged attribute (physical characteristics, product specifications, designs, etc.) data to realize the value of the remaining products.The research, segmentation matrix, and pricing review strategies were deployed into a software pricing solution, which standardizes the client’s pricing and review process in preparation for global rollout.
Benefits/Deliverables:
- 7.9% 90%+ incremental revenue gain, with the impact being realized in 6 months
- Condensed 100+ segments into 30 using rules-based segmentation
- Streamlined internal price review process and enabled scalability across additional business units