Industries & Cases
We partner with businesses across the agricultural value chain to solve complex pricing challenges. Our industry expertise, market insights, and data-driven methodologies help clients optimize pricing, improve profitability, and achieve sustainable growth.
Industries We Serve
Crop Protection
Optimize pricing with strategies tailored to the evolving crop protection market, helping you maximize value, profitability, and competitive advantage.
Seeds
Drive profitable growth with data-driven pricing strategies designed for today’s dynamic seed market and changing customer demands.
AgriTech Innovation
Turn innovation into profit with pricing strategies that maximize adoption, ROI, and long-term growth in the AgriTech sector.
Animal Health & Nutrition
Navigate market complexity with pricing strategies that improve profitability, strengthen competitiveness, and support sustainable growth.
Fertilizers
Manage market volatility with intelligent pricing strategies that protect margins and unlock growth in a rapidly changing fertilizer market.
Agri-Distribution
Increase profitability with data-driven pricing strategies that optimize margins, strengthen customer relationships, and improve commercial performance.
Case Studies
Mid-size Chemical Crop Protection Company
Developing Pricing Strategy and 3-year Pricing Improvement Roadmap
Project Scope &
Objective
- Rolling-up a pricing strategy and driving the organization to become profit driven, with emphasis on pricing
- “Pockets” of good practice around the organization, but no centralize pricing direction/pricing function
- Team was unclear about best practice and pricing management techniques
Project
Summary
- Process of setting pricing strategy and recommendation. Prioritize key activity based on value vs. time to implement
- Mapped key objectives, ownership, targets, measurement, controlling tools. required budget and timeline
- Set KPI to sales team based on pricing. Developed pricing tools
Achievements
- On going implementation with specific responsibility for pricing within the organization
- Clear pricing road map for coming 3 years
- Target of 4% of price improvement in 2022
Multinational Seeds Manufacturer
In-depth Transaction Analytics to Identify Price Leakages
Project Scope &
Objective
- Identify price “leakages” based across different regions/customers/products
- Data base complexity and cleansing
- Various information sources within the organization (discounts and rebates were managed via excel in separate data base from costing data)
- Team was unclear how big-data/ analytics techniques should be used
Project
Summary
- Collected data from various data sources. Created transactional data of all commercial elements. Conduct in-depth transaction analytics
- Defined opportunities to improve pricing. Quantified opportunities
- Created a Power BI tool which will repeat analytics in future + handbook.
- Train analyst of the customer
Achievements
- Identify opportunities to improve pricing > 3m€
- Define type of analytics to support management and commercial team in future
- Knowledge transfer to the client and the analysts team
Leading Ingredient Manufacturer for The Agriculture and Animal Nutrition Industry
Evaluating Economic Value Creation in The AgriTech Industry
Project Scope &
Objective
- The company was delivering high performance products but was struggling to define prices for both:
- Existing products: how to explain prices and price changes to customers
- New products: how to position product in the market, taking into account competitive alternatives
- The objective was to perform an economic value calculation (EVC) for two products from their range
Project
Summary
- Economic Value Calculation is a collaborative process to compute the additional economic value delivered to the customer using a product compared to its next best alternative (competitive product). We helped the company by:
- Sharing knowledge about EVC, frameworks and key concepts
- Organizing and conducting workshops on value drivers definition
- Providing an EVC model to support the set up of these drivers and supporting calculations
- Designing and implementing the EVC drivers in a ready-to-use tool, to be leveraged by the sales teams
Achievements
- Client received a EVC template for the sale force, tailored for their products and adjustable within any region. This support helps the company either to execute price increase, to demonstrate value creation to the customer, and to drive price acceptance.
- In addition to this lever, the client gained knowledge on value creation analysis and developed a better understanding of its key competitive differentiators.
Local Subsidiary of Major Global Fertilizer Company
Price Differentiation Based on Customer/Product Segmentation
Project Scope &
Objective
- Loss of ~10 points of market share to a disruptor with low margin expectations
- Lack of discount methodology results in large price / profitability dispersion
Project
Summary
- Refining customer segmentation; Selectively prune “tail” customers (serve through distributors)
- Introduce discount corridors based on market segments to guide sales teams new sales incentive program based on margin
- Replacement of revenue-only sales incentive scheme to one including price and product mix drivers
Achievements
- Profit improvement based on price and mix variances.
- Simplified the discounting process with providing clear guidelines and price target
- Focus price effort on key account and reduce “tail” customers pricing disruption
- Reduce the number of internal price exceptions request
European Agri-Distribution Company
Evaluating Price Strategy and Defining Roadmap for The Future
Project Scope &
Objective
- Determine the link between corporate strategy & market strategy and how this translates into pricing strategy.
Project
Summary
- Review current price strategy approach
- Determining requirements to put pricing strategy in place
- Evaluating the organizational readiness for price strategy reviews and post period evaluation
Achievements
- Translating goals into strategic initiatives.
- Knowledge sharing and sales team training on best practices
Mid-size Chemical Crop Protection Company
Developing Pricing Strategy and 3-year Pricing Improvement Roadmap
Project Scope &
Objective
- Rolling-up a pricing strategy and driving the organization to become profit driven, with emphasis on pricing
- “Pockets” of good practice around the organization, but no centralize pricing direction/pricing function
- Team was unclear about best practice and pricing management techniques
Project
Summary
- Process of setting pricing strategy and recommendation. Prioritize key activity based on value vs. time to implement
- Mapped key objectives, ownership, targets, measurement, controlling tools. required budget and timeline
- Set KPI to sales team based on pricing. Developed pricing tools
Achievements
- On going implementation with specific responsibility for pricing within the organization
- Clear pricing road map for coming 3 years
- Target of 4% of price improvement in 2022
Multinational Seeds Manufacturer
In-depth Transaction Analytics to Identify Price Leakages
Project Scope &
Objective
- Identify price “leakages” based across different regions/customers/products
- Data base complexity and cleansing
- Various information sources within the organization (discounts and rebates were managed via excel in separate data base from costing data)
- Team was unclear how big-data/ analytics techniques should be used
Project
Summary
- Collected data from various data sources. Created transactional data of all commercial elements. Conduct in-depth transaction analytics
- Defined opportunities to improve pricing. Quantified opportunities
- Created a Power BI tool which will repeat analytics in future + handbook.
- Train analyst of the customer
Achievements
- Identify opportunities to improve pricing > 3m€
- Define type of analytics to support management and commercial team in future
- Knowledge transfer to the client and the analysts team
Leading Ingredient Manufacturer for The Agriculture and Animal Nutrition Industry
Evaluating Economic Value Creation in The AgriTech Industry
Project Scope &
Objective
- The company was delivering high performance products but was struggling to define prices for both:
- Existing products: how to explain prices and price changes to customers
- New products: how to position product in the market, taking into account competitive alternatives
- The objective was to perform an economic value calculation (EVC) for two products from their range
Project
Summary
- Economic Value Calculation is a collaborative process to compute the additional economic value delivered to the customer using a product compared to its next best alternative (competitive product). We helped the company by:
- Sharing knowledge about EVC, frameworks and key concepts
- Organizing and conducting workshops on value drivers definition
- Providing an EVC model to support the set up of these drivers and supporting calculations
- Designing and implementing the EVC drivers in a ready-to-use tool, to be leveraged by the sales teams
Achievements
- Client received a EVC template for the sale force, tailored for their products and adjustable within any region. This support helps the company either to execute price increase, to demonstrate value creation to the customer, and to drive price acceptance.
- In addition to this lever, the client gained knowledge on value creation analysis and developed a better understanding of its key competitive differentiators.
Local Subsidiary of Major Global Fertilizer Company
Price Differentiation Based on Customer/Product Segmentation
Project Scope &
Objective
- Loss of ~10 points of market share to a disruptor with low margin expectations
- Lack of discount methodology results in large price / profitability dispersion
Project
Summary
- Refining customer segmentation; Selectively prune “tail” customers (serve through distributors)
- Introduce discount corridors based on market segments to guide sales teams new sales incentive program based on margin
- Replacement of revenue-only sales incentive scheme to one including price and product mix drivers
Achievements
- Profit improvement based on price and mix variances.
- Simplified the discounting process with providing clear guidelines and price target
- Focus price effort on key account and reduce “tail” customers pricing disruption
- Reduce the number of internal price exceptions request
European Agri-Distribution Company
Evaluating Price Strategy and Defining Roadmap for The Future
Project Scope &
Objective
- Determine the link between corporate strategy & market strategy and how this translates into pricing strategy.
Project
Summary
- Review current price strategy approach
- Determining requirements to put pricing strategy in place
- Evaluating the organizational readiness for price strategy reviews and post period evaluation
Achievements
- Translating goals into strategic initiatives.
- Knowledge sharing and sales team training on best practices