ConstructionCo. needed to find relevant case examples where their customers had been able to achieve both sustainability targets and cost savings using similar products. ConstructionCo.’s potential customers had many alternatives to choose from, and its product had yet to prove its value to the customer from a cost point of view.Read more →
AutomationCo. sells its products via Local Sales Units (LSUs) in each country. To sell these products, AutomationCo. utilises a transfer pricing strategy. But in recent times it was losing its monitoring control on individual LSUs which was beginning to impact potential sales opportunities in a few product segments.