Pricing Quoting Solutions (CPQ)

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.

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.

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.

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.