• Algorithmic pricing guidance offered
recommendations based on real - time
market realities.
• Sales representatives gained greater
visibility into leakage.
• The PROS Pricing Discipline Index allowed
them to accurately track and measure their
pricing improvement.
Perstorp's pricing practices were inconsistent
and slow, causing significant margin leakage
and making it difficult to keep up with
increasingly numerous competitors.
• Between 2009 and 2013, the company's
EBITDA had only grown by 1%, indicating
that margin attainment and earnings were
lagging even while revenue grew by 31%
in the same period.
• Updating prices to reflect the fluctuating
costs of raw materials and freighting was
too time - consuming.
• The team lacked the ability to track their
sales reps' pricing improvement and
ensure consistency in their execution.
Website:
https://www.perstorp.com/
Headquarters:
Malmö, Sweden
Number of employees:
1,350
Founded: 1881
Industry: Manufacturing
Revenue: $540 million
BEFORE WITH PROS OUTCOME
Eliminated margin leakage
The company recovered approximately
$1M in margin leakage per month.
Accelerated basis - point growth
Pricing guidance helped the company
experience an EBITDA margin 20 basis
points higher than their best year of the
2009 - 2013 recovery.
Improved pricing discipline by 42%
The sales team drastically reduced the
percentage of transactions that were
underperforming the value - based
price recommendations.
Specialty chemicals manufacturer recovers
$1M a month in margin leakage with PROS
PRO S SM A RT PO M PRO FIT A B LE G RO W T H
