• Cummins’ pricing set using cost plus mark up.
  • Team misalignment on optimal pricing strategy
  • Sales teams using heavy discounting to close sales

Outcome Required

  • Improve EBIT results by 2-3% points
  • Create a common language for pricing and value across the business
  • Create belief and focus on pricing across the business to support margin expansion

Action Taken

  • Pricing and value diagnostic undertaken, showing exact areas of margin risk and where to focus efforts
  • Series of workshops with sales and marketing teams to educate and build skills