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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