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, TW Metals, will cover in the customer showcase.
TW Metals Pricing Analyst
At TW Metals, our mission is to provide global solutions from the very simple, to the very complex. We supply a wide range of specialty metals like stainless steel, aluminum, nickel, titanium and carbon alloy material to aerospace and dozens of commercial industries.
We’ve been partnering with Zilliant for price optimization since 2012 and we saw immediate margin benefit as soon as new prices went into market. When our pricing manager retired in 2016, the pricing function was rolled up under our Supply Chain department. Over the next few years, we learned that price optimization is a process that must be continually nurtured as market conditions and business goals change.
In an industry like ours with rampant commodity cost fluctuation, there is always room for improvement in our pricing program. In early 2019, I was tasked with overseeing our Zilliant implementation and given a mandate to improve our price segmentation and increase adoption. These two initiatives are tightly linked.
I worked closely with our Zilliant team to tune our model and took the show on the road to evangelize the system to our 18 branch sales offices. Face time proved to be crucial in this mission, which became equal parts sales pitch and price guidance training. Sales reps and managers had to trust the prices were right for their unique customers and understand how they were being measured internally.
Attend this session to learn how through this process we developed mutual understanding between pricing and sales, implemented comprehensive adoption scores and have now taken Price IQ to the next level with the Strategy Interface.