Pricing case studies
Revema case studies in retail, distribution and manufacturing: each customer's segment, the problem, what changed in pricing and the number they measured.
Each page names the customer's segment, describes what squeezes margin in an operation of that format, tells what changed when price started to come from a rule and shows the number the company measured — with the name and title of whoever said it.
Where there is no published number, the page says there is none. That is what separates a case study from an ad: what is written here is what Revema measured and what the customer authorized us to publish.
The cases, by segment
Three customers, each with a page that tells the whole operation. Use the filters to see only the sector that interests you.
- DistributorComercial PassarellaThe auto parts distributor that started closing orders knowing the margin each one leaves, and measured an 8% higher contribution margin after replacing the price list with the rule.What was measured: 8% higher contribution marginRead the case
- ManufacturingAGTechnologiesThe engineering-to-order operation that started building price from the product structure, and measured a 5% higher margin already in the first quarter after rollout.What was measured: 5% higher margin already in the first quarterRead the case
- RetailBW RacerThe ergonomic furniture catalog that swapped a single markup for a margin rule per line, with the price calculated before the proposal reaches the customer.Read the case
How price is formed in each of these sectors
The case shows what changed in one company; the segment page shows the calculation that holds for the whole sector, with its own inputs and a worked example with numbers.
- RetailRetail pricing: shelf, flyer and store chain1 case study published for this segment.See the segment page
- DistributorDistributor pricing: price list, discount and margin per order1 case study published for this segment.See the segment page
- ManufacturingManufacturing pricing: bill of materials, factory cost and channel1 case study published for this segment.See the segment page
Further reading
The blog covers the same subjects with the math up front: the cost that goes into the price, the margin that is left and what changes when the rule starts being calculated.
What these three cases have in common
None of them changed sales team or discount policy. What changed in all three was where the price comes from: from a list inherited from the previous month to a rule that reads today's cost and returns each item's price with the margin calculated before the sale.
RevPrice does that calculation: it recalculates markup, contribution margin and break-even point with every invoice entry, shows the effect of a discount before it is granted and warns when an item starts selling below the floor.
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A conversation with people who calculate margin in retail and distribution every day, with your numbers on screen.