Establishing pricing governance across the platform

Industry: Packaging, Paper & Facility Solutions Distribution  |  Business: Publicly traded North American distributor  |  Engagement length: ~3 years, in-house long-term consulting role

The work

Built the pricing governance framework: decision rights, approval thresholds, exception handling and margin reporting, so that pricing decisions were made against margin data rather than negotiated case by case. Pricing sat alongside the other value-creation levers: revenue, COGS and OpEx, headcount and non-headcount.

What changed

3% EBITDA lift