We helped Stryker generate $2.7M on $40M revenues.

Situation

  • Long tail of medical technology products with cost plus mark up prices in the system
  • Margin pressure from procurement
  • Competitive price pressures leading to unstructured sales discounting

Outcome Required

  • Price potential identification for long tail of products
  • Strategy to combat procurement
  • Pricing structure to support strategic discounting and margin expansion program

Action Taken

  • 5.7% point margin improvement driven by SKU price optimisation project
  • Development of new pricing strategy + structures. Implementation of pricing management function
  • New approach to selling on value using Customer Value Discovery program rolled out
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