Liberty was able to utilize advanced analytics and knowledge from our prior work with our client on an ERP transformation project. By identifying and addressing opportunities in the sales/pricing process, a leading national fixture manufacturer realized bottom-line improvements.

From our previous work with the client on an ERP transformation program, we recognized there were potential opportunities to improve operating income by improving sales processes. We recommended an assessment of pricing policies, sales processes, and do a bottoms-up analysis of the discount and pricing strategy/tactics employed by their independent sales representatives. Our hypothesis, together with executive team, was that there were likely opportunities to use management reporting tools providing transparency into sales yield across the enterprise that would likely result in higher operating income margins.

Liberty worked with the client to develop a yield management process and toolset that leverages their transaction data to generate powerful management reports to identify areas to increase pricing across products, customers, and regions. Additionally, the tool generates reports indicating sales across the available company products, which enable managers to assess and improve sales in product groups that are underdeveloped and under-marketed. The tool and improved processes enabled our client to more quickly realize price changes in the market – realizing price increases and cash rather than deeper discounts. The approach instilled sales representative discipline through fact-based management, which lead our client to increase profits selling the same products, to the same customers, at the same volume.