MindShare, the leading B2B pricing and sales conference, is taking place virtually on May 18-20. One of the main reasons B2B professionals attend is to hear how their peers overcame complex business challenges with innovative technology and by changing the way they work. As part of a series of presentation previews, here’s a peek at what one of our customers, Signature Flight Support, will cover on the virtual stage.
Senior Director, Revenue Management
Signature Flight Support (SFS) is the largest network of Fixed Base Operations (FBOs) in the world, with over 200 locations. Our primary service is providing jet fuel for private aviation, but what we lack in product complexity we make up for in customer variation. We support a wide range of customers whose price sensitivity is all over the board.
Since fuel prices are constantly going up or down, we have to adjust our cost pass-through strategy every week. Prior to working with Zilliant, this was all done manually, and we still had a lot of variation in the field because sales reps didn’t receive any price guidance. This inevitably led to a concerning number of transactions that were below floor.
Our initial Price IQ® implementation helped us introduce sophisticated customer segmentation. Though many of our price-setting processes were still manual, Price IQ helped us capture margin we’d been leaving on the table and strengthen market share through a better understanding of customer elasticity.
Seeing the immediate benefit and potential of data science-driven pricing, we have gone all in with Zilliant. Come to MindShare and hear about how we’re now automating processes like cost pass-through with Price Manager™ and turbo-boosting our price optimization engine by incorporating third-party market data into the model. I hope to see you there.