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How dynamic pricing helped McKesson Medical-Surgical Primary Care reverse margin leakage

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• PROS segmentation science eliminated manual pricing processes. • Their new tools allowed the team to provide customer - specific prices on all sales and online channels. • Pricing recommendations on premium, target, and floor pricing could be seamlessly fed into their CRM and ERP. • The sales team was able to identify and correct negotiated prices that had been set significantly below market levels. McKesson's medical - surgical division of 900 salespeople needed a price management system that would integrate with their Salesforce CRM and SAP Enterprise Resource Planning (ERP) platform. • The company was either losing sales because prices were too high or losing margin due to underpricing. • As more purchasers moved online, McKesson needed a way to offer competitive, personalized prices to existing and first - time customers. • Without dynamic pricing, pricing requests were time - consuming and out of sync with market levels. Company information: McKesson Medical - Surgical Primary Care Website: https:// www.mckesson.com / Headquarters: Irving, TX, USA Number of employees: 75,000 Founded: 1833 Industry: Medical Devices & Healthcare Revenue: $272 billion BEFORE WITH PROS OUTCOME Increased quote - to - close ratio Smart pricing has helped sales associates offer customer - specific rates and reduce pricing exception requests, which increased the close rate. Accelerated quote turnaround time PROS boosted team efficiency by eliminating time - consuming manual processes, allowing them to focus efforts on value - added selling. Improved customer buying experiences Customers expressed satisfaction with the new and improved online purchasing capabilities. How dynamic pricing helped McKesson Medical - Surgical Primary Care reverse margin leakage PRO FIT A B LE G RO W T H PRO S SM A RT PO M

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