HAVATOR: Value based centralized pricing driving increased revenue and better profit margin
HAVATOR: Value based centralized pricing driving increased revenue and better profit margin
Challenge
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.
Results
Stopping price leakage from inconsistencies in pricing and discounting
Additional revenues from adequately charging for additional added value services
Easy to use quoting tool saving time and creating consistency in sales processes
