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.