Acumen implemented a structured pricing approach, divided into four key phases: Picture of today, vision design, scale of change modelling and implementation & training. This included designing a new list price, extracting off-invoice rebates, and establishing a consistent framework across all channels.
Pricing and Trade Terms
Alcohol Supplier
£12M
spend repatriation in Year 1 by reversing Net Price agreements.
£1.5M
in savings for year 1
At a glance
The Client
A leading UK drinks supplier.
The Objective
To regain control over investment lost to Net Price agreements and establish a sustainable pricing and trade terms structure.
Challenges
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Historic Net Price agreements that led to significant loss of control.
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Cumbersome CPI modelling.
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Pricing structures in place that were cost-driven rather than value-driven.
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Resistance from customers who were accustomed to legacy pricing and terms structures.
Solution
Client journey
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Launch of Wave 1a, focusing on top 2 grocery brands
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Implementation of Wave 1b, covering wholesale and convenience channels
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Full rollout to remaining brands and bespoke model customers (e.g., Ecommerce, hard discounters and c&c)
