Watch this video to hear how Highline Warren uses PROS Gen IV price optimization to automate their pricing processes and drive profitable growth in the automotive aftermarket industry.
Video Highlights:
- 0:00 – Who is Highline Warren?
- 0:27 – How did you get into the world of pricing?
- 0:56 – How does PROS help solve Highline Warren’s “pricing puzzle”?
- 1:29 – How has PROS Gen IV Price Optimization helped solve the pricing puzzle by using neural networks?
- 2:24 – What steps did Highline Warren take to encourage sales staff to trust PROS pricing recommendations?
- 3:40 – What has been your favorite part of Outperform?
Full Transcript
I am a director of revenue management, and, Highline Warren is a premier manufacturer and distributor for oil, chemicals, and, consumable products in the, in the auto aftermarket industry. Oh, gosh. I love puzzles.
And to me, just pricing is just always a puzzle.
I’ve I love the analysis behind it. I love that it’s affected with from macroeconomic trends. I love, you know, following the news and seeing how it affects the market and just seeing I just I love everything about pricing. PROS makes it very easy. Yes. Because it gets so complex and we can do a lot of good math and we can get close.
But, but PROS has really helped us go beyond just general segmentation and, and really get to some price points that are specific for every customer product.
It really just is efficient and accurate and, it makes it a lot easier.
You know, I like to say that, you know, what gen four has done is it’s allowed our sellers to finally come to me as a pricing director and say, you finally got it right. You finally did something right. And just the gen four in their eyes, it’s always right. And, we’ve had great adoption and it goes back to what’s going on in the back end that it’s a real time specific price for every product customer combination.
And we have, we have almost twenty thousand SKUs, over ten thousand customers it would take too long and then you it would take too long and then you would have to just update it. You wanna keep updating it and PROS does that for us.
It it didn’t happen overnight. Right? We, when we started the project, we brought them in very early to let them know what we were working on, what, you know, we were working with an AI tool and, you know, we started addressing concerns about that.
They really didn’t have any, but just as you’re saying, they don’t know how anything can price better than they can. They’ve been in the industry for a long time. They know their customers, they know their products. How can any tool price better than they do? And so, I just brought along a small group to be our, our first cohort to go live.
And I worked very closely with them and, and frankly, they began to appreciate like corporates listening to me and ownership and leadership are really investing a lot into me with this product. This is really meant to benefit me. And I think they finally saw that and believed it.
Just based on the amount of time I spent with them, understanding their feedback, and then they were able to go and champion the rest of the Salesforce to begin the adoption of gen four.
Just being in person with everyone, I’m always impressed with other customers, talking to them, hearing their difficulties, hearing their solutions, just being around so many smart people and having all these conversations with them. It’s just great to be in person and, and just learn from others.
Also I’ll say, you know, my team works completely remotely, so we enjoy it. It’s a time for us to get together also.