Portfolio Pricing and Management Strategy for a $100M Healthcare Distribution Platform

"Developed a replicable product pricing and rationalization framework to improve gross margin and e-commerce platform user experience"

$100M healthcare B2B and B2C equipment and supplies e-commerce platform serving small businesses to large hospital networks
Organization was experiencing deflationary margins in B2B platform and under-performing B2C platform bogged down by poor user-experience due to breadth of product offering
Client lacked the ability to “intelligently” raise prices and evaluate impact of those decisions and rationalization framework to reduce the breadth of the product offering
SLKone was asked to develop a replicable pricing model and rationalization framework

Executed working sessions with key stakeholders to determine key pricing decision drivers
Developed a pricing increase process and product “Scorecard” to algorithmically apply price increases based on leadership’s gross margin goals
Worked with project managers and SEO marketing teams to develop rationalization framework and website design
Delivered rationalization recommendation scenarios

Improved gross margin by ~0.7%; up ~3.0% in some platforms with limited elasticity impact
Enabled rationalization of ~52% of product portfolio accounting for 1.6% and 1.5% of revenue and gross margin, respectively
Improved alignment on pricing and product strategy between product managers, sales, and executive leadership team

Case studies and expertise may represent projects and engagements performed by SLKone team members prior to their employment at SLKone