Havator is a leading player in the Nordic market for heavy lifting services which is a fragmented and dynamic market with large local variations in e.g. competitive situation and customer segments. Havator’s decentralized approach to sales and pricing was a limiting factor to leverage on their strong market position.
What was done
Implementation of a group common approach to pricing of machines and additional services reflecting customer perceived value. Implementation of fair and transparent discounting supporting the set Havator commercial strategy. Development of a quote tool for the purpose of standardization and harmonization of sales and pricing processes within the sales organization.