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Introducing Transcend Strategic Consulting Results that Matter 1% price improvement typically increases operating profits 7%-8% Senior team that has delivered over $600MM in price improvements Sustained year on year increases Often in excess of commodities inflation

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results that matter
Results that Matter
  • 1% price improvement typically increases operating profits 7%-8%
  • Senior team that has delivered over $600MM in price improvements
    • Sustained year on year increases
    • Often in excess of commodities inflation
    • Ensuring effective returns on innovation
experience yields success
Experience Yields Success
  • Former corporate pricing leaders, finance leaders, and business unit general managers
  • Sample companies:
    • DuPont, Allied Signal, Honeywell
    • Tyco Plastics & Adhesives
    • Trane, Merck, Rohm & Haas
    • American Standard, Grainger, Hagemeyer
broad business competencies

4

Broad Business Competencies
  • Multiple industries
  • Manufacturing
  • Services
  • Contracting
  • GSA
  • Industrial manufacturing
  • Industrial distribution
  • Chemical
  • Resins
  • Electronics
  • Food Service
  • Building materials: Concrete, Drywall
  • Fire and Security
  • HVAC
  • Flexible packaging
  • Healthcare
wide ranging technical expertise

5

Wide Ranging Technical Expertise
  • Marketing
  • Finance
  • Consulting
  • Statistical
  • Information Technologies
  • Market research
  • Business performance diagnostics
  • Statistical analysis and modeling
  • Time Series Forecasting
  • Econometric Analysis
  • Financial Simulation Modeling
  • Reporting development
  • Systems requirements definition
  • Six Sigma/Lean project management
  • Blue Ocean Strategy development
slide6

Strategic Pricing

  • Organizational benchmarking
  • Value-based pricing
  • Economic Value Estimation
  • Customer segmentation
  • Price & commodity cost forecasting/SIOP
  • Price Structure engineering
  • Price metric design
strategy and value management
Strategy and Value Management
  • Industry, market, and competitive analysis
  • Product / market strategy
  • Disruptive innovation
  • Value proposition development
  • Collateral development
  • Value based selling
slide8

Process Effectiveness

  • Transactional “pocket price/margin” analysis
  • Price change & commodity cost integration
  • Price monitoring
  • Competitive intelligence
  • Workflow automation
  • Pricing organization
  • Cash flow effectiveness
slide9

Training and Staff Augmentation

  • Pricing training programs
  • Knowledge transfer
  • Back office reporting
  • On-going analytical support
the pricing framework
The Pricing Framework

Strategic

Industry – Level 1

Value

Mkt / Customer – Level 2

Execution

Transactional – Level 3

Economic and competitive factors driving price

Price at maximum “willingness to pay” versus best alternative

Realizing the specified price

Key Issues

Forecast trends, competitive actions, capacity, import / export, demand

Understanding customer perceived value and creating appropriate price structure

Transaction behavior, process discipline, and internal governance

Focus

  • Maximize capture of market price
  • Improved market tracking
  • Proactively adjust capacity utilization
  • Realign offerings to optimize margin
  • Re-configure offerings / channels
  • Re-segment customers
  • Optimize price setting process
  • Maximize pocket price
  • Improve price administration

Objectives

Typical starting point

implementation guiding principles
Implementation Guiding Principles

Utilize phased approach

More effectively manage change to organization

Better risk management through proactive identification and resolution of issues

Pilot testing proves out benefits and process

Develop and deploy a complete portfolio of price management tools

Retain and build year-over-year benefits

Develop clear line of sight to be market responsive and achieve financial objectives

Ensure buy-in and accountability

implementation guiding principles13
Implementation Guiding Principles

Identify business risk up front

Define change management requirements

Anticipate likely failure modes and mitigation plans

Establish early warning indicators triggering management intervention

Ensure each phase is self-funding

Either through retention of existing benefits or receipt of new benefits

the tsc approach

14

The TSC approach
  • Business evaluation
    • Process variation analysis & drivers
    • Market structure & competitive analysis
    • Price/volume scatter graphs
    • War room mapping
    • Economic Value Estimation
    • Additional analytical and communication tools
the tsc approach15

15

The TSC approach
  • Operations effectiveness
    • Deep dive approach to identify and prioritize opportunities
    • Create focus and accountability for the organization
  • Roles & responsibilities
    • Consultant
    • Project Manager
    • Adjunct staff
the tsc approach16

16

The TSC approach
  • Cash flow optimization
    • Self-funding
    • Establishing working capital management system
      • Improves operational effectiveness
      • Creates an annuity from initial investment
  • Focus
    • Working capital
    • Transaction analysis
    • Report development
the tsc approach17

17

The TSC approach
  • Training
    • Institutionalize gains
    • Cash Flow Management
    • Product Value
    • Price Management & Negotiation
    • Custom programs