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Case Studies

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Electrical Manufacturer Boosts Revenue $2.3 Million While Holding Margins Steady

In 2010, this electrical manufacturer with operations in North America was struggling. This case study reveals how price optimization delivered more agility in a changing market – and a $2.3 million improvement in revenue while holding margin steady.

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MRO Distributor Improves Incremental Revenue by $6 Million

This case study reveals how a $1.5 billion broadline distributor of specialty maintenance, repair and operations (MRO) products responded to extreme pressure from its backing private equity firm to boost organic growth and minimize the negative impact of the “Great Recession” to deliver an additional $6 million in revenue.

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Auto Parts Distributor Shifts Pricing Approach, Strengthens Customer Satisfaction

When a satisfaction survey revealed to this auto parts distributor that the customer base didn’t understand how prices were set or how to earn more discounts, executives knew something had to change. This case study explains how they delivered more transparent prices to the market to strengthen customer satisfaction and improve margins.

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Specialty Chemical Manufacturer Delivers 185 Basis Points in Margin Rate Improvement

Despite best efforts to streamline the pricing process, this specialty chemical manufacturer found that manual price setting in a cost-volatile market was too time consuming and ineffective. This case study reveals how predictive price guidance increased its margin rate by 185 basis points.

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Industrial Parts Manufacturer Tackles Margin, Boosts Organic Growth

This industrial parts manufacturer needed a new strategy. The decentralized pricing process was hurting the business, making it difficult to hold the line on margin for each transaction. While trying to improve margin with manual pricing reports, the CEO handed down an objective to reduce churn and grow revenue in the customer base. It was time to act on both fronts – margin and revenue. This case study reveals how they did it.

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Building Material Manufacturer Regains Market Share Without Losing Margin

From a margin perspective, this multi-national, billion-dollar manufacturer of work safety products was performing well, but an internal study revealed that this manufacturer was effectively pricing its products out of the market. Ultimately, the executive team leveraged predictive price guidance to recover market share while preserving margin. Read how they did it.

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Leading Metals Services Company Increases Margin Dollars by $20 Million

The executive team at one of the world’s largest distributors of steel and aluminum bar, tubing and plate products needed to improve margin and revenue, but in this complex industry, that was easier said than done. Read this case study and learn how they did it.

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Pricing Refresh Overcomes Cost Volatility

For this $2 billion foodservice distributor, volatile cost changes and millions of transactions rendered it impossible for sales reps to quote the right prices to customers each and every time. Read this case study and learn how the executive team empowered reps to make better, market-aligned pricing decisions and improve margin rate by 140 basis points.

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Electrical Distributor Gains 250 Basis Points

Too often, sales people at this $250 million distributor of electrical wire and cable products provided quotes that either left money on the table, priced the company out of the market, or failed to recover volatile raw material costs. Watch this short webcast and learn how the management team provided sales with better guidance, resulting in a 250 basis point improvement in margin rate.

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Cramo Introduces Right Price™

For Cramo, massive complexity made delivering market-aligned prices each and every time to 150,000 customers across multiple countries impossible. Manual pricing analysis was ineffective; both rental rates and duration were falling. This case study reveals how the executive team pivoted to a more strategic approach resulting in a rental duration increase of six percent and a revenue lift of more than 15 percent for Right Price™ customers.

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Transportation Case Study: Granular Pricing Delivers Results

This global, $8 billion logistics, shipping and transportation service provider knew there was significant room for improvement in the way prices were set. Read this case study to learn how pricing analysts and sales teams went from good to great in their pricing practices and realized a gross margin dollar benefit of more than two percent of sales.

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Distributor Updates One Million Prices Weekly

For this large regional food products distributor, the overwhelming number of price points to be managed in an ever-growing price matrix, combined with normal market volatility, led to stale prices. This case study reveals how price optimization resulted in an immediate margin dollar lift of 10.1 percent while holding order volume steady.

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MRO Distributor Strengthens Market, Grows EBIT 30 Percent

For the executive team at this €335 million maintenance, repair and operations (MRO) distributor, an alarming trend had surfaced. Branch locations were giving the exact same discounts to customers without regard for a product’s minimum margin. This case study takes a deeper dive into their pricing problems and reveals how they embraced a better and simpler way to centralize pricing.

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