Industrial and Chemicals Pricing
Cost pass-through, discount control and value-based pricing for coatings, plastics, chemicals and industrial suppliers.
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Why industrial pricing leaks margin
Raw material and energy costs move faster than price lists. Increases are passed through late or only in part, while overrides and special prices build up account by account. Technical service, fast delivery and application support are often given away rather than priced.
The result is a business that is valued by its customers for more than price, but paid as if it were a commodity supplier.
How we help industrial businesses
Cost pass-through and price resets
Rules for timely, defensible cost recovery, including surcharges, index-linked pricing and price resets by segment.
Discount and override control
Approval limits and price floors that cut ad hoc overrides without losing the accounts that matter.
Service monetisation
Pricing for technical support, small orders, urgent delivery and other services customers already value.
Value beyond price
Quantifying the value of your product and service to win better prices and volume commitments from key customers.
Industrial and chemicals case studies
Results from pricing work with coatings, plastics and industrial hardware suppliers.
Axalta
Axalta identified A$4.3m–6.5m of margin recovery through discount control, service monetisation and SKU repricing across its regional coatings business.
RBM Plastics
RBM Plastics, an Australian PVC compound manufacturer, secured higher prices and larger volume commitments from a key customer by quantifying value beyond price.
Allegion
Allegion, a security and door hardware supplier, identified A$3.8m–6.5m of EBIT gain through override control, a pricing reset and clear channel governance.
Is cost recovery lagging behind your input costs?
Talk to Ron Wood about a fast review of price realisation and leakage.
Let’s work together
Whether you're ready to optimise your pricing or want to explore what's possible, we'd love to hear from you.