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Just a few years ago, Dayton Superior, a manufacturer of concrete construction products and services for the commercial construction market, took a fresh and market-leading approach to business: innovation. Sure, many industrial B2B companies incorporate innovation into their mission statements, but for Dayton Superior, innovation became the central motivating force within the company. The focus on innovation led the executive team to address an area ripe for improvement – pricing.

In this case study, we’ll discuss the key opportunities for pricing improvement at Dayton Superior, how company leaders equipped frontline reps with market-aligned price guidance, what the dedicated change management approach included, and most importantly, how the new approach to pricing reinforced customer trust, improved fairness and incented positive buying behaviors.