Manufacturing Company
Challenge: Commodity pricing for key
product.
SUMA
Partners process: Financial analysis, customer
interviews
Length of
initial engagement: 9 months
Insights: Customers did not value the
lubricant as much as they valued a turnkey service, where lubricant
was included.
Results: Customers were willing to pay a
premium for the turnkey service, yielding 150% growth year over year
for their combined product/service offering. A new sales force was
added to provide problem solving, as opposed to simply
products.
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