Aerospace & Advanced Manufacturing

Identified 3-4% of margin improvement for a leading industrial equipment manufacturer

Publicly-listed leading manufacturer of technology applications and highly engineered equipment for food, beverage, and packaging industries
Annual revenue of approximately $2 billion
The Company acquired multiple family-owned businesses over time, none of which were fully integrated. These “legacy” businesses continued to operate on a “this is how it’s always been done” mindset
Company’s organic growth had flat-lined. They were interested in driving revenue by deploying a consistent pricing philosophy across different businesses

Deployed three different pricing approaches tailored to the different types of businesses
Original equipment. Updated cost estimation sheets to include cost floors and implemented change order pricing
Aftermarket services. Accelerated a new revenue stream on how to manage current install base by promoting preventive maintenance services
Transaction pricing. Harmonized pricing for spare parts based on sales velocity, engineering complexity, and perceived value to the customer

Identified 3-4% EBITDA margin improvement opportunities through pricing.

Built robust pricing tools tailored to each business to track compliance with the new pricing guidelines.

Designed BU-specific dashboards to track revenue and EBITDA impact due to pricing-related levers.