Consumer Products & Services

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.

James is a Director at INSIGHT2PROFIT. He has 10 years of experience in strategy consulting, pricing and commercial strategy consulting, and corporate & commercial strategy roles. He specializes in pricing strategy & commercial excellence with a diverse industry background spanning both B2B and B2C sectors, both as a consultant and industry leader. James takes the lead on several projects within INSIGHT’s portfolio, with typical client engagements ranging greater than 1 year.

Prior to joining INSIGHT, James served as a Director of Pricing Strategy at The Home Depot and Consultant at the Boston Consulting Group. Additionally, he worked in Corporate Strategy & Business Development at ADP and Strategy & Analytics Consulting at IBM.

Examples of James’s experience include:

• Led a project for a B2C graduation supplies company, achieving $10M EBITDA improvement in 6 months through value-based pricing, market surveys, competitor web price scrapes, and transaction data
• Directed a $30M pricing excellence strategy for a $1.5B B2B seller of uniform and facilities supplies, addressing margin leakage, price variance, cost headwinds, and commercial gaps

James earned his MBA in Decision Sciences from Duke University, Fuqua School of Business, and a B.S. from Georgia Institute of Technology, where he graduated Summa Cum Laude.

Jenna is a Senior Manager at INSIGHT2PROFIT with over 15 years of professional experience in financial analysis, pricing, portfolio management, project management and process improvement.

Prior to joining INSIGHT, Jenna held several positions at KeyBank where she was responsible for establishing a group focused on retaining and cross-selling their top 300+ merchant services clients.  She was also responsible for pricing and portfolio analytics across various areas including finance, payments, and collections. Jenna began her career as an Actuarial Analyst at Willis Towers Watson (formerly Watson Wyatt Worldwide) within the retirement practice while completing four actuarial exams.

Examples of Jenna’s experience include:

• Drove over $23M in annual impact for a leading precisions aerospace components and specialty structures company across 15+ businesses by providing pricing guidance and implementing change management strategies, also provided visibility to the private equity firm on the performance of their investments
• Delivered over 20% annual revenue growth for a $1.2B food distributor while maintaining margins through differentiated weekly list price recommendations for buyers and daily sale price recommendations to sales via direct integration into their ERP system
• Led margin growth of 3% and enhanced visibility into the business for a B2B facilities maintenance service provider through the direct integration into their Salesforce instance of a pricing and dispatch model to optimize both profit and service
• Provided price recommendations to sales of a leading telecommunications provider through direct integration into their Salesforce instances by reducing unnecessary price variation across their business resulting in 5% reduction in discounting

Jenna earned a B.S. in Actuarial Science and a minor in Economics from The Ohio State University.

Joe is a Director at INSIGHT2PROFIT bringing over 15 years of experience as a marketing strategist and business advisor. With a proven track record of achieving bottom-line impact, Joe focuses on key metrics, collaboration, and capitalizing on market opportunities.

Prior to joining INSIGHT, Joe held several positions over 11 years at Labyrinth Sales Company, culminating in his last role as Vice President.  In that capacity, he led strategic consulting projects in sports licensing, marketing and business development strategy, pricing strategy for B2B and B2B2C distribution of consumer products, go-to-market product strategy, forecasting and financial modeling, supply chain management, international sourcing and product development.

Examples of Joe’s experience include:

• Led an assessment to identify 600-800 basis points improvement opportunity in software bundle pricing, renewal pricing, and discount governance for a leading public relations firm through market basket analysis, up-sell strategy, a differentiated list price increase, and the implementation of discount governance tools
• Delivered a 3% margin improvement and a 28% revenue increase for a consumer product manufacturer through a dynamic e-commerce pricing model, differentiated price increase, and bespoke price management tool
• Generated over $42M of EBITDA impact for a global manufacturer and distributor of construction supplies through price modeling, rebate realignment, and profitability leakage reduction

Joe earned his MBA in Business Administration from Case Western Reserve University, Weatherhead School of Management and a B.S. in Business Administration from American University, Kogod School of Business.

Matt is the Senior Vice President of Private Equity at INSIGHT2PROFIT. With over 25 years of diverse experience in commercial, private equity, and management consulting industries, Matt enhances the Commercial Leadership Team’s knowledge of private equity clients’ challenges and identifying opportunities to deliver capabilities and unmatched value across all stages of the deal lifecycle.

Matt’s expertise spans the commercial landscape, encompassing pricing, revenue management, marketing, loyalty programs, sales, distribution, demand planning, inventory, and channel and merchandizing strategies across various industries. He collaborates with private equity firms and C-suite executives, including CEOs, Chief Commercial Officers, Chief Marketing Officers, Chief Data & Analytics Officers, Chief Revenue Officers, Chief Risk Officers, Chief Digital Officers, and other leaders to develop targeted strategies aimed at maximizing enterprise value and minimizing risk.

Before joining INSIGHT, Matt led strategy and oversaw the delivery of large-scale value creation projects in diverse industries. He built and managed high-performing client relationship organizations and played a key role in transformative turnarounds and growth initiatives at companies such as Equifax and Revenue Analytics.

Matt earned his B.S. in Management from Southern Cross University.

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.

Tom is a Senior Advisor at INSIGHT and partners with C-Suite executives to architect major pricing and commercial strategy transformations, bringing deep expertise in digital commerce, negotiations, and customer and market analytics. A globally recognized thought-leader, author, and key contributor to several books including Selling Through Someone Else, The Oxford Handbook of Pricing Management, and Contextual Pricing, Tom is frequently cited in the press for his perspectives on consumer behavior, price, and luxury. Tom brings a unique perspective to his work, and trains client leaders and sales teams on mastering the role of brain chemistry in negotiation effectiveness.

Prior to joining INSIGHT, Tom spent 15 years as the global leader of Accenture’s Pricing and Commercial Strategy Practice and was a member of the NA Leadership Team of CEO and Growth Strategy. He served in an executive role at a price and profit optimization software company and has held various leadership positions in consulting and industry.

Tom has a graduate level education in both Psychology and Finance/Strategy.

Steve is a Principal at INSIGHT2PROFIT, with over 18 years of experience as a strategy and operations leader. His expertise covers various areas including commercial due diligence, financial due diligence, growth strategy, M&A integrations, and pricing. Steve has advised executives, private equity managers, and functional leadership teams in establishing the vision, structure, process, and technology for achieving long-term, sustainable transformations.

Examples of Steve’s experience include:

• Developed a pricing platform for a leading professional services automation SaaS platform, driving a 20% improvement in client renewal rates over multiple years and achieving a 5-6% realized price increase in the first year, implemented a customer success model that analyzed target pricing based on factors like cost to serve, upsell and cross-sell potential
• Achieved a 15% EBIT recurring price improvement for a global client in the medical device parts industry, led the development efforts for the existing customer base, overseeing a full process re-engineering of pricing model and processes, implemented the client’s first quoting tool, facilitating quicker turnaround and more profitable deals
• Delivered over $6M in price impact for a leading North American customs brokerage business, created a complex client outlier to identify target pricing and added a salesforce enablement tool to enhance visibility into customer performance and revenue growth opportunities

Steve earned his MBA in Finance, Strategy, and Managerial Economics from Northwestern University, Kellogg School of Management and his B.A. in Political Science and Government from Northwestern University.