Helping a global commercial equipment brand optimise pricing and strengthen commercial capabilities.
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, streamline discounting, and build sustainable commercial capabilities.
The client achieved a 6% margin uplift and enhanced pricing discipline across their warewashing and ice maker portfolio.
With stronger governance and tools in place, the organisation is now well-positioned to sustain profitable growth in a competitive market.
This case demonstrates how manufacturers of commercial kitchen equipment can unlock hidden value, improve competitiveness, and embed pricing excellence to drive long-term performance.
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pricing benefit as a percentage of revenue in the first year
Developed and implemented pricing tools and processes to enable further price increases in an efficient and informed manner
Established discount logic changes with no customer churn reducing value leakage
Designed a differentiated pricing strategy for warewashing and ice maker product lines, aligning price architecture to customer value drivers and market positioning.
Introduced a structured discounting framework to eliminate inconsistencies, improve transparency, and ensure pricing discipline across global markets.
Ran collaborative workshops to upskill sales and commercial teams, enabling them to adopt the new approach effectively.
Piloted the solution in selected markets, then scaled globally with governance processes and dashboards to monitor performance and sustain results.
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