SPA worked with American Standard’s wholesale distribution channels to move away from an undisciplined, non-strategic “cost-plus” approach to a market value-based, strategic architecture with improved internal processes and controls.
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SPA Case Study - American Standard
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Case Study:Case Study:Case Study:Case Study: American StandardAmerican StandardAmerican StandardAmerican Standard
SPA led American Standard’s Strategic Pricing Initiative through its pilot stage in 2005. SPA
worked with American Standard’s wholesale distribution channels to move away from an
undisciplined, non-strategic “cost-plus” approach to a market value-based, strategic architecture
with improved internal processes and controls.
Working with operational leaders, SPA developed pricing strategies appropriate to maximizing
the profitability of both business units. The project covered virtually every aspect of American
Standard’s pricing mix:
• competitive strategy and positioning
• channel pricing strategy into distribution: List prices, discount tiers, rebates, exception
pricing guidelines
• distributor special price request rationalization
• good/better/best positioning of products
• management/rationalization of channel coop funds
SPA currently works with several of American Standard’s building products distributors with its
Strategic Pricing for Distribution programs.
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