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Global construction company uses analytics to make pricing local

Thor Olavsrud | April 12, 2016
Dayton Superior, a supplier of concrete and other materials for projects ranging from the Panama Canal to the Trump Ocean Club, is using a data-driven approach to price optimization to help it align prices with all the various markets in which it operates.

"Immediately the reaction is that this is about higher pricing," McRickard says. "We spent a lot of time talking to customers more specifically about competitive pricing, bringing intelligence to it, letting them know what the market price should be. We did a hard sell on that. It was more difficult with our customers than with our own folks, but they get it."

As a result of the new approach, McRickards says the company has reduced pricing process inefficiencies, eliminated inconsistent pricing practices and improved customer satisfaction. The company is now moving to implement Zilliant's SalesMax, a prescriptive selling application that identifies and distributes retention and growth opportunities across the customer base to help sales reps retain customers and sell more.

"I think the next year or so for us will be running out SalesMax and really driving the intelligence for our sales team and giving them the tools to make much more efficient use of their time," McRickards says.


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