Case Study: Rockwell Automation
SPA provided Rockwell’s US, European, Asian, and Latin American businesses with their Product Sensitivity Profiling to build list prices using a market-sensitive approach focused on limiting discounting to products where discounting is demonstrated to produce results. Using SPA’s proprietary Price Indexing methodology, they helped Rockwell improve its contract renewal process by indentifying leakage points.
SPA also developed a Distributor Strategic Pricing program for the Rockwell channel prices based on market value, not cost, resulting in increased profitability. Leading distributors, including OneSource, Van Meter, Codale, Reynolds Company, Fromm and Revere Electric have completed this program.