- Cummins’ pricing set using cost plus mark up.
- Team misalignment on optimal pricing strategy
- Sales teams using heavy discounting to close sales
- Improve EBIT results by 2-3% points
- Create a common language for pricing and value across the business
- Create belief and focus on pricing across the business to support margin expansion
- Pricing and value diagnostic undertaken, showing exact areas of margin risk and where to focus efforts
- Series of workshops with sales and marketing teams to educate and build skills