Industrial Products
Industrial products and services have been a central part of VMA’s practice for over 25 years. In that time, we have helped clients develop and launch new products, create winning pricing strategies and implement value-based sales and negotiation programs
Our experience covers OEM products, components, commodity and specialty chemicals, distribution, heavy equipment and power distribution
Solution: We built a comprehensive value-driver database and value-based selling tool. The database captured all of the relevant value drivers for six key manufacturing markets and included benchmark data that allowed estimates of value to be tailored to each customer
Solution: We quantified the value of the product for different building types and end uses, sized the market, and prioritized the best opportunities. The value quantification enabled Sales to have fact-based discussions about value specific to each customer’s market
Solution: The VMA team evaluated current pricing practices, cataloged key inconsistencies in pricing and quantified the value of the client’s products to contractors and distributors. We identified market dynamics that were causing changes in how customers assessed price and value, and then developed a plan to rationalize pricing and configure the offering to better deliver value
Solution: We led a multi-day strategy offsite for the client’s top business, technical, and sales executives focused on product and pricing strategy. We shared best practices for managing price pressure from aggressive customers and helped the team identify a set of product, pricing, and sales strategies to enable them to bring their new products to market successfully
Solution: We developed a deep understanding of the value of their services for different types of customers. We combined this with an assessment of customer and product profitability to rationalize the product portfolio and customer base. We launched 6 client-led teams implementing changes that produced a 50% improvement in EBITDA