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Building Material Manufacturer Regains Market Share Without Losing Margin

February 6, 2015

From a margin perspective, this multi-national, billion-dollar manufacturer of work safety products was performing well. After all, safety regulations dictate that plants and worksites are properly equipped to protect workers. While the marketplace was competitive, customers were required by law to purchase these products.

Over time, this led to a false sense of security for the executive team and they reacted with sweeping five percent price increases across the product catalog each year. Margins were healthy, but an internal study revealed that this manufacturer was effectively pricing products out of the market. It was time for a new strategy. This case study reveals how the company regained market share – without losing margin. 

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