Pricing Perspectives For Sales & Marketing Leaders

Alex is a Principal at INSIGHT2PROFIT with 10 years of experience as a pricing consultant. He excels in defining pricing strategy, developing pricing excellence roadmaps, enhancing salesforce effectiveness, providing negotiation training, and delivering targeted high-yield price increases with our partners.

Examples of Alex’s experience include:

• Launched pricing process for a protein distributor with revenues exceeding $4B, providing profit-maximizing weekly price recommendations to approximately 80 buyers across 12 branches, resulting in a $7M pricing impact over 18 months
• Developed contract negotiation package, timeline, and best practices for a $700M industrial firm, including terms and conditions, scorecard, competitive scorecard, optimal timeline with stakeholder inclusion, and price scenario calculator
• Created $1M lift on $30M of revenue through a target price incentive program at a mid-size eCommerce company; secured management buy in, leveraged dashboard reporting, and aligned incentives to deliver results
• Identified $4M in discounting leakage leveraging a percentile-based peer benchmark model at a manufacturer with revenues exceeding $250M; built a recommendation engine to capture the price leakage and realign price positioning

Alex earned his MBA in Finance with a focus in Pricing from the University of Rochester, Simon Business School and a B.S. in Finance from Penn State University.

Andrew is a Principal at INSIGHT2PROFIT. He has more than a decade of experience driving pricing excellence and enhancing client experiences across various sectors including manufacturing, industrial, B2B2C consumer, and distribution. He has led price transformation initiatives across more than 25 engagements contributing to over $200M in EBITDA impact through pricing transformation.

Examples of Andrew’s experience include:

• Implemented multiple quoting tools and pricing engines, achieving significant impact in the waste management service sector driving $1M of impact within the first 90 days of the pilot and $50M during the subsequent national rollout
• Execution of many value-based pricing frameworks within global industrial manufacturing resulting in over $70M of EBITDA generation over multiple years
• Reduced Pay Per Click Marketing (PPC) spend by $7M through A/B testing for a supplier of residential building materials
• Utilized competitive benchmarking through web-scraping within the ecommerce space to help drive $14.5M in margin improvement through price within the first 4 months

Andrew earned his B.S. in Accounting from The University of Akron and an A.A. in Business Administration from North Central State College.

Andy is a Principal at INSIGHT2PROFIT bringing over 20 years of strategy consulting experience, specializing in pricing, analytics, strategy and operations. He has led numerous B2C pricing and commercial strategy engagements at INSIGHT and has deep retail experience as an operator.

​Prior to joining INSIGHT, Andy spent 10 years at Ace Hardware, where he held multiple leadership positions encompassing all aspects of cost/price management and analytics to support the merchandising organization. Prior to joining Ace Hardware, Andy spent 10 years in Accenture’s retail practice focusing on pricing and promotion strategy and operations.

Examples of Andy’s experience include:

• Built a team of 16 analytical professionals focused on managing wholesale and retail profitability through analytics and cost/retail management
• Led a complete redesign of cost change management process, technology and reporting, leading to greater efficiency, accuracy and visibility
• Effectively navigated an entire organization through tariffs, pandemic-related pricing and supply challenges, and historic rates of inflation, all while growing profitability and maintaining competitiveness
• Led a team of more than 35 professionals focused on improving productivity of retail model through store planning, space and assortment planning, retail pricing, power aisle, store environment and GNFR

Andy earned his B.S. in Chemical Engineering from the University of Illinois at Urbana-Champaign.

Charles is a Principal at INSIGHT2PROFIT, leveraging over 25 years of pricing experience in both industry and consulting services.  He has driven price realization and building pricing capabilities across a multitude of clients. Charles has experience in developing and leading price realization strategies across multiple organizations with revenues exceeding $1B during his tenure as a consultant and industry practitioner.

Prior to joining INSIGHT, Charles worked for Booz & Co. as a general management consultant developing and implementing pricing strategies and capabilities globally.  He also created and led strategic pricing teams for several large consumer packaged goods companies, building capabilities and price strategies from the ground up.

Examples of Charles’ experience include:

• Established pricing teams, processes, analytics and governance for a large food/snack manufacturer in the U.S. and Australia/New Zealand; developed pricing strategies across the portfolio, achieving +3% price realization while mitigating channel conflict
• Provided a price quoting tool for an industrial client in the U.S. and Europe that incorporated key value drivers of new products, enabling the client to capture more value from new offerings driving substantial revenue improvement
• Developed a new pricing strategy for a software provider that resulted in a +30% increase in revenue by capturing true value provided to their client’s versus selling, transitioning from a software license to subscription model

Charles earned his MBA and B.A. in Finance from the University of Chicago, Booth School of Business.

Christopher is a Director at INSIGHT2PROFIT with over 15 years of industry and consulting experience in strategy, pricing, finance, and commercial leadership roles serving companies in chemicals, manufacturing, industrial distribution, and education.

Prior to joining INSIGHT, Christopher led commercial, marketing, pricing, and strategy teams at PPG Industries.  In addition, he served for four years as a U.S . Army officer.

Examples of Christopher’s experience include:

• Led an engagement with a large U.S. B2B manufacturer that involved identifying and allocating significant cost-to-serve elements such as purchase price variance, freight, rebates, and payment terms
• Led an engagement with a large HVAC distributor that aligned pricing processes among multiple recent acquisitions and identified multiple areas of profit leakage resulting in a margin increase of over 10%
• Drove an engagement focused on aligning costing processes between a large multinational supplier to the metalworking industry; identifying several crucial disconnects due to acquisitions and ERPs, enabling consistent costing and pricing capture.
• Spearheaded marketing, pricing, business development, and Canadian sales for large protective coatings supplier.
• Held multiple finance roles, including corporate FP&A, finance manager for a large, flat glass producer, and internal auditor; experienced in analytics, costing, forecasting, and budgeting

Christopher earned his MBA in Finance and a BBA in Accounting from the University of Notre Dame.

Damian is a Director with INSIGHT2PROFIT with over 12 years of commercial and operational experience. His background includes roles in Sales, Corporate FP&A, and 7 years dedicated to Pricing Consulting. Damian specializes in B2B pricing strategy and execution, as well as demand planning and inventory management. He has led numerous engagements globally with manufacturing, distribution, and service clients, serving as a subject matter expert in price measurement for INSIGHT.

Prior to joining INSIGHT, Damian spent 3 years in corporate FP&A as a Senior Analyst for a large private equity owned business, contributing to profit improvement efforts. He also served 2 years in mortgage banking as an originator.

Examples of Damian’s experience include:

• Developed a dynamic pricing model for a global aerospace distributor that balances cash creation for excess inventory (20 percentage point reduction in excess), and price and margin expansion for high running parts (resulting in an 11% increase in incremental margin)
• Implemented demand planning process changes including model changes for statistical and machine-learning models, defining demand planning process, and refining optimal forecast selection tool that generated 11% improvement in forecast accuracy
• Established a war room operations for new go-to-market strategy for veterinary distributor, involving the definition of end-to-end commercial processes, customer prioritization, assessment of total addressable market opportunity, and evaluation of conversion impact on margin and capacity

Damian earned his B.S. in Business, Finance, and International Business from Indiana University, Kelley School of Business and is a Level 3 CFA candidate.

Danielle is a Principal at INSIGHT2PROFIT. Danielle has more than 15 years of professional experience including 10 years as a pricing consultant. She has served in various capacities in commercial analytics, e-business, and project management roles.

Specializing in B2B pricing for manufacturers, distributors, and service providers, she leads pricing engagements to ensure long-term sustainable impact. Her leadership extends beyond client engagements to include her previous role as the lead of INSIGHT’s Summer Analyst Program.

Prior to joining INSIGHT, Danielle spent 7 years at Simonton Windows.

Examples of Danielle’s pricing experiences include:

• Drove a 4% improvement in return on sales (ROS) for an industrial configured products manufacturer by shifting from cost-plus to value-based pricing, introducing an integrated quoting solution, holding the sales organization accountable for driving price, and implementing weekly price monitoring
• Led a 2.5% improvement in return on recurring revenue for a professional services provider through a new pricing strategy and infrastructure, differentiated pricing, and emphasis on price adoption and win rate
• Delivered a 30% margin improvement in Year 1 for a manufacturer of electrical equipment by implementing a pricing algorithm and tool to provide differentiated freight rates; continued success includes increasing freight revenue and margin through identification of leakage such as carrier compliance, additional charges, and process changes

Danielle earned her MBA from The Ohio State University, Fisher School of Business, and a M.S. in Quantitative Psychology, from the University of Notre Dame, specializing in finite factor mixture modeling. She also holds a B.S. in Mathematics and a B.A. in Psychology from Marietta College.

Gary is a Principal at INSIGHT2PROFIT, bringing over 20 years of experience dedicated to unlocking growth within the consumer, hospitality, retail, and technology sectors. He co-founded a technology start-up in the dining space, played a pivotal role in the growth of an early online-to-offline hospitality commerce business, and led marketing and e-commerce for a Private Equity-backed B2B enterprise.

Gary is passionate about growing businesses by integrating science (data, algorithms) with art (change management, effectiveness) across industries. He excels in pricing strategy, growth strategy, and general management.

Examples of Gary’s experience include:

• Led discovery for an environmental services business, identifying and implementing opportunities to drive a 10% incremental profit, actions included addressing peer-price-index outliers, improving fee/surcharge realization, enforcing list-prices in advantaged areas, establishing analytics capability, and implementing governance/cadence for sustained gains
• Led assessment and implementation of customer-specific repricing of lists and discounts and pricing quick-wins for a multinational transportation and logistics services company, targeting $45M of incremental profit
• Led assessment and implementation of target inflationary price adjustments, margin floor implementation, measurement and reporting structure and capability for an industrial equipment manufacturer, generating mid-single-digit impact for core products and double-digit impact for parts.
• Led design and implementation of a segmented margin-target model for a transportation services business with nationwide operation, generating 8% revenue impact to the bottom-line during the pilot phase

Gary earned his MBA from Northwestern University, Kellogg School of Management and a B.S. in Engineering and Computer Engineering from McGill University.

Gerry is a Principal at INSIGHT2PROFIT. Gerry has 9 years of experience in pricing and commercial strategy across various roles, including consultant, manager, senior manager, and director. He specializes in B2B pricing, particularly for industrial equipment, heavy machinery, chemicals, and industrial manufacturers and distributors. He has also collaborated with several B2C clients in industries such as leather goods, white goods, face care, and consumer product goods.

Prior to joining INSIGHT, Gerry spent 8 years as part of the Accenture Strategy team in the Pricing and Commercial Strategy group. During his tenure at Accenture, Gerry worked in sales enablement, zero-based budgeting, and in pricing and commercial strategy.

Examples of Gerry’s experience include:

• Led a project contributing $80M in EBITDA improvement over 16 months by implementing a value-based pricing methodology across the portfolio for a heavy trucking OEM
• Achieved a 2.5% net price improvement during inflationary headwinds for a B2B valve and industrial equipment portfolio company encompassing over 30 distinct brands, implemented a configurable custom quoting tool and PowerBI KPI dashboard utilized across 15+ brands, providing ongoing support for continuous improvement over multiple years
• Delivered over $50M in EBITDA improvement as the pricing project lead for an industrial equipment manufacturer through value-based pricing strategy and implementation

Gerry earned his MBA from the Goizueta Business School at Emory University, M.Ed. in Secondary Education and Teaching from the University of Missouri-Saint Louis, and a BBA in International Business from the University of Georgia.

Jake is a Director with INSIGHT2PROFIT. Jake has more than 10 years of experience as a pricing professional, supply chain analyst, and B2B consultant. He leads a variety of pricing engagements with a focus on developing customer-specific custom applications and driving long-term profit optimization for clients.

Prior to joining INSIGHT, Jake spent 2 years in supply chain and demand planning for the Service Parts Supply Chain within the Advanced Molecular Imaging team at Philips Healthcare in Cleveland. There he managed demand forecasting and coordination of materials with the procurement and engineering teams.  Jake was also a marketing and global pricing analyst with A. Schulman, where he assisted in establishing a global pricing center of excellence, including leading change management activities and training sales leaders on pricing scorecards.

Examples of Jake’s experience include:

• Drove a 5 percentage point net price contribution to the bottom line of a value-add chemical distributor through managing price adjustments, establishing a culture of value-selling/pricing, and delivering price and margin transparency
• Led the development and implementation of a custom quoting solution at a multi-billion-dollar technology manufacturer to drive price optimization at time of quote, resulting in improved pricing controls and achievement of price realization budget
• Delivered a 4.5 percentage point annual price increase for a rubber and plastics manufacturer through the construction of a price adjustment model, sales workshops and communication training with reps, and driving accountability to results

Jake earned his MBA in Economics from Kent State University, College of Business Administration, and a B.S. in Marketing from Miami University, with a Minor in Decision Sciences.

Justin is a Managing Principal at INSIGHT2PROFIT and brings 15 years of experience as a management consultant focused on pricing, sales and marketing strategy. Over the past decade, Justin has spearheaded over 70 engagements across various industries concentrating on pricing and profit strategy, resulting in delivering clients more than $1B of value creation.

Prior to joining INSIGHT, he spent several years at a Fortune 500 wholesale distributor, focusing on strategic pricing, private brand management, and commercial analytics.

Examples of Justin’s experience include:

• Collaborated with an industrial holding company to develop a scalable pricing structure and process across more than 40 individual businesses, yielding over $30M of EBITDA impact and 500 basis points margin improvement
• Achieved over $10M of EBITDA impact for an omni-channel building products manufacturer by developing a gross-to-net waterfall that identified key areas of profit leakage and creating corresponding strategies to mitigate them
• Served as a centralized pricing function for a Fortune 500 multinational specialty manufacturer to coordinate pricing strategy and action plans across businesses, executing a $400M pricing action against downward margin pressures

Justin earned his MBA in Corporate Finance and Marketing Strategy & Planning from DePaul Driehaus College of Business, Kellstadt Graduate School of Business and a B.S. in Consumer Economics & Finance from the University of Illinois Urbana-Champaign.

Kevin is a Director at INSIGHT2PROFIT. Kevin has more than 10 years of professional pricing experience and specializes in B2B pricing for distributors, manufacturers, and service providers. He leads pricing engagements by providing guidance and direction for Engagement Leads and the overall project team, ensuring quality is consistently delivered.

Prior to joining INSIGHT, Kevin spent ten years in the international container shipping industry. He held various roles across Operations and Pricing. His last role was Director of Yield Management for all North America where he was responsible for pricing strategy for trade lanes with annual revenues over $100M.

Examples of Kevin’s experience include:

• Led an engagement that drove 120 basis points improvement (~$20M) for a client in the rigid packaging distribution industry, involved developing a detailed peer group outlier model to reprice existing business and develop a quoting tool to leverage the pricing model for new business quoting
• Delivered over $6M in price impact for a leading North American customs brokerage through a complex outlier model employing linear multivariate regression to identify target pricing, created Salesforce enablement tools to provide the relatively new commercial team visibility into customer performance and opportunities to increase revenue
• Created a dynamic pricing model to optimize pricing on a weekly basis for an aftermarket auto parts distributor, complemented with a robust reporting suite to identify pricing opportunity for a newly established Pricing Department

Kevin earned his MBA from the Northwestern University, Kellogg School of Management, and a B.S. in Industrial Operations Engineering from the University of Michigan, where he graduated with honors.

Luci is a Principal at INSIGHT2PROFIT, bringing over 20 years of specialized B2C and B2B pricing experience, with 17 years dedicated to leading pricing teams. Serving as a trusted advisor to C-suite executives and Private Equity Managing Directors, Luci focuses on pricing excellence within the manufacturing, distribution, and service provider sectors.

Prior to joining INSIGHT, Luci spent 11 years in Accenture’s Pricing and Commercial Strategy practice, managing engagements in pricing strategy, analytics, execution, governance, and software configuration. His B2B pricing experience covers industries such as appliances, automotive, construction equipment, medical devices, chemicals, and professional services. He also spent 3 years in B2C at Jewel Osco managing pricing from general merchandise, health & beauty to grocery, deli, produce &bakery.

Examples of Luci’s experience include:

• Led the development and implementation of a dynamic model optimizing 320,000 weekly prices for an aftermarket auto parts distributor, achieving 400 basis points year-over-year gross margin improvement in the first year, implemented a robust reporting suite to sustain performance
• Generated over $100M in additional revenue for a multinational industrial company by developing a pricing engine that drove regular price increases for contracted and non-contracted customers, and to support a quoting tool integration with clients Salesforce, led the establishment of a Pricing Center of Excellence (CoE) and enhanced client team skills in negotiation best practices during their contract renewals
• Identified 12% in additional revenue for a professional services client through differentiated rate card modelling, price realization measurement, and leveraging cross sell/upsell opportunities; achieved through a swift assessment of existing price variability across personas and peer groups, informed by their purchasing behaviors

Luci earned his MBA in Marketing & Operations Management from Loyola University Chicago, Quinlan School of Business, a B.S. in Economics and a BA in European Studies from Babes-Bolyai University in Romania.

Mike is a Vice President of Private Equity at INSIGHT2PROFIT, where he has over 15 years of pricing experience across multiple industries and within the consulting field. He specializes in B2B pricing strategy & implementation for distribution, manufacturing, and service providers. Mike has led more than 3 dozen engagements at INSIGHT, excelling in identifying profitability improvement opportunities and offering pragmatic solutions to change management to ensure tangible financial benefits are achieved.

Prior to joining INSIGHT, Mike managed a pricing team at GOJO Industries, focusing on establishing market-based pricing for its PURELL line and heavy-duty cleaning products. During this period, Mike lead the launch of the pricing function within Salesforce.com, along with additional data & systems integrations within the pricing domain.

Examples of Mike’s pricing experiences include:

• Drove over $100M in price improvement for a national sanitation services provider through the launch of an optimized pricing engine, differentiated price increases, and enhanced leakage management
• Led a $20M margin improvement initiative for a primary supplier of packaging solutions by identifying and correcting profitability outliers, implementing a process for strategically addressing cost increase events, and launching price management tools to support optimization of freight recovery and surcharge capture
• Delivered over $20M in margin improvement for a leader in lubricant sales & distribution services through the establishment of a value-based pricing strategy, development of integrated pricing tools, and robust change management program

Mike earned his MBA in Finance and a B.A. in International Business from the University of Akron, College of Business. He has also studied at the Rennes International School of Business in France.

Nick is a Director at INSIGHT2PROFIT, bringing more than 20 years of professional experience in a variety of commercial leadership and pricing roles. He has worked with B2B manufacturers and distributors across multiple markets, with particular depth, in the healthcare and life sciences industries.

Prior to joining INSIGHT, Nick led the Respiratory Therapy business unit for Invacare Corporation, a $1B manufacturer of home and long-term care medical products. During his time at Cardinal Health, he led the development and commercialization of their private label offering in the home health market. Nick also dedicated nearly 15 years with STERIS Corporation, in various capacities including Product Management, Strategy & Corporate Development, and Financial Planning & Analysis.

Examples of Nick’s experience include:

• Led an engagement resulting in over $85M in price improvement for a leading crane rental company, achieved through standardizing pricing and quoting processes, implementing a differentiated pricing model, developing a performance management system, and partnering with the client to drive change in the sales organization
• Drove a 4pp improvement in Return on Sales (ROS) for one of the world’s largest providers of replacement medical parts by implementing a differentiated price increase and quote tool for new business.
• Led a 5pp improvement in ROS for a leading provider of packaging supplies through a series of differentiated price increases and the development of robust price management tools to identify and address sources of margin leakage

Nick earned his MBA in Marketing and Strategy from Case Western Reserve University, the Weatherhead School of Management, and a BSBA in Finance from The Ohio State University, Fisher College of Business.

Shelton is a Director at INSIGHT2PROFIT. Shelton has over 5 years of experience leading and supporting clients in revenue management, profitability strategies, and execution. He has led engagements with more than ten clients at INSIGHT, spanning across more than 7 industries, including aerospace parts distribution, telecommunication services, field services, and consumer packaged goods. His expertise encompasses diverse channels, including B2B, B2C, and B2G. While Shelton prioritizes the establishment of meaningful pricing and profitability strategies for his clients his primary goal is to deliver tangible outcomes that provide significant ROI. Shelton has driven over $100M of margin improvement during his time at INSIGHT and led engagements spanning North America and EMEA​.

Examples of Shelton’s experience include: ​

• Led a $50M+ margin improvement for a leading field services provider with more than 40 locations through a differentiated price increase, new pricing architecture, and enhanced leakage management​
• Drove improvement in product adoption through the development of a go-to-market subscription and bundling pricing and product strategy for a telecommunications provider
• Delivered a 5% improvement to gross margins for an advanced materials company through net price increases, refined pricing architecture, price-performance management system, and the support of the development of a pricing function​

Shelton earned his B.S. in International Business, Finance and Accounting from Baldwin Wallace University.