Manufacturing
Costs don’t dictate your product value. Align prices with your customers’ regional willingness-to-pay.
A can earns more than a bottle, glass more than plastic. Mondrio maps what every value driver adds to the price, tests it with your customers, and backs your team in the biggest negotiations.
The pricing reality
What pricing looks like in manufacturing.
Prices follow cost plus a margin, not what each product driver is worth to the customer.
Nobody can say what size, material or packaging adds to the price, so every list is a guess.
Big deals are negotiated on gut feel, and reps give away what the product is worth.
What Mondrio does about it
Three things that change.
Pain 1. Prices follow cost plus a margin.
A value map for every product.
- List the drivers that add value: size, material, packaging, service
- Plot them on one map and set the premium each driver can carry
- Approved prices published to every quote
Pain 2. Nobody can say what each driver adds.
Every driver tested before the price changes.
- Ask customers what each driver is worth to them
- Compare the premium for glass over plastic, or a can over a bottle
- Simulate the new prices per segment before they are announced
Pain 3. Big deals are negotiated on gut feel.
Big deals negotiated with the value map in hand.
- Floor, target and going-in price per deal, from what comparable deals closed
- Reps see which drivers justify the premium, so they trade value, not discount
- Large discounts routed to the right approver in hours
Illustrative product workflow · sample data
Swipe sideways to see the whole screen
Know what every driver is worth.
Bring one product line, leave with a first value map.