Case Study: ExxonMobil
SPA provided ExxonMobil’s Lubes & Specialties Business with its Product Sensitivity Profiling to build list prices using a market-sensitive approach focused on discounting only where it produces results. Using the SPA proprietary Price Indexing methodology, ExxonMobil assessed its rebating process to identify leakage points.
SPA has also developed a Distributor Strategic Pricing program that assists ExxonMobil’s channel in pricing based on market value, not cost, boosting profitability. Over 15 leading distributors, including Windward Petroleum and Petroliance, have completed the program.