Case Study: Mitsubishi Caterpillar
SPA provided Mitsubishi-Caterpillar with its Product Sensitivity Profiling to build list prices for new and replacement parts using a market-sensitive approach that focuses discounting only where it produces results. Using SPA’s proprietary Price Indexing methodology, Mitsubishi Caterpillar assessed its rebating process to identify leakage points.
SPA also developed a Dealer Strategic Pricing program that assists MCFA’s channel in pricing based on market value, boosting profitability. Over 15 leading distributors have completed the SPA program, including ASCO, Greg Poole, Hewitt, Kelly, Holt of California.