Price Management Applications

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.

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.

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.

Sierra is the Senior Manager of Solutions Strategy at INSIGHT2PROFIT. Specializing in B2B software and technology implementation, Sierra is committed to designing and managing solutions that create long-term profit impact for clients and their communities. She achieves this by identifying and capitalizing on profitability opportunities with tailored technology solutions and targeted change management strategies.

Sierra has over six years of experience at INSIGHT, spanning both Pricing Strategy and Product Management.

Examples of Sierra’s experience include:

• Collaborated with dozens of clients across manufacturing, distribution, and professional services, utilizing product practice frameworks to facilitate solution requirements gathering and development of user-centric application designs
• Supported the design and implementation of a quoting solution for a national business service provider. This solution empowered an in-field sales team to quickly make strategic pricing decisions on multi-million-dollar contracts, creating 10% EBITA impact in the first year
• Led the design and development of a global price management solution for a $5B specialty chemicals manufacturer, this solution minimized manual pricing efforts and eliminated order entry errors, generating 2.5% of impact on touchable revenue

Sierra is a Certified Scrum Product Owner (CSPO) and earned her B.S. in Accounting from Case Western Reserve University.