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Pricing Strategy for an Industrial Manufacturer
IGS worked with Rinnai, a global manufacturer of heating and hot water systems, to redesign its pricing strategy and rebate structure. The engagement aimed to simplify the pricing model, align incentives, and improve governance while minimizing channel disruption.
Key Insights
- IGS evaluated pricing model options including unified multipliers, structured rebates, and automation of current workflows
- IGS recommended simplified VIP pricing tiers, standardization of freight terms, and strategic use of discount guardrails
- IGS designed a tiered price exception approval process and tools to support implementation across product lines and sales roles