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Specialty Chemical Manufacturer Delivers 185 Basis Points in Margin Rate Improvement

February 6, 2015

Despite best efforts to streamline the pricing process, this specialty chemical manufacturer found that manual price setting in a cost-volatile market was simply too time consuming. Created using backward-looking spreadsheets, the prices could not account for volatile cost changes. This meant the commercial manager spent all of his time setting prices, with virtually no time left for high-level strategies.


Ultimately, the executive team landed on price optimization to deliver the results they were seeking. Once the prices were in-market and delivered as price guidance into existing tools, the results were clear. Not only did the account managers become more confident, the commercial manager freed up his time to focus on strategy. Best of all, a predictive approach to pricing delivered 185 basis points in margin rate improvement. This case study reveals how they did it. 

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