Situation.
Pricing reflected legacy cost logic rather than value or current cost to serve.
Pricing model.
European postal and logistics operator
Challenge.
Regulation constrained parts of the portfolio, while local discount authority produced realised-discount variation of up to 15 percentage points for comparable customers.
What we did.
Developed a cost-to-serve model, redesigned price architecture and introduced discount governance within regulatory limits.
The outcome.
Approximately EUR 18m margin improvement, or 1.5 percentage points of the addressed revenue base, with discount leakage brought under central governance.
Anonymised engagement. Figures are approximate. Targets, assessed potential, approved programmes and realised results are described separately in the outcome. Converted amounts use ECB reference rates dated 18 September 2026, rounded to two significant figures.
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