Case Study

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"

Services Performed


  • $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

Bespoke Solutions

  • 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

Leading With Results

  • 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