New Case Study: Foodservice Distributor Lifts Margin with Price IQ®

By Zilliant

Aug 30, 2023

Read this case study to learn how a global foodservice distributor leveragedZilliant Price IQ®to implement a framework for its pricing structure, resulting in a margin lift of 134 basis points and 50% fewer below-floor transactions.

Zilliant Powers the Distributor's Pricing and Sales Enablement Journey

A major challenge for distributors across all industries is getting large, seasoned sales teams to trust and adopt price guidance consistently. This was the situation the senior director at a global foodservice distributor found themselves in after joining the company in 2020. A big question lingered: can you change the sales culture without mandating behavior?

The distributor’s pricing culture was mostly margin-based, lacked guidelines, and was low on price discipline. The company realized there was a critical need to deliver science-based price guidance as a first step and engaged Zilliant due to its strong track record in solutions that included both AI and rules-based elements, and experience working with other food distributors.

The distributor eventually implemented Zilliant Price IQ®, but during its initial rollout, another challenge arose: a global pandemic. Fortunately, a Zilliant Customer Success-aided change management effort ensured that the science was correctly applied to meet the demands of an unprecedented disruption.

Read this case study to learn how the distributor leveragedPrice IQ®to implement a framework for its pricing structure and provide strategic focus during the chaos of the pandemic, resulting in a margin lift of 134 basis points, 50% fewer below-floor transactions, and more than 80% adoption of Zilliant-generated guidance.

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