The client

Ingersoll Rand, a $17 billion global diversified industrial company with a 100-year-old tradition of technological innovation

The challenge

To improve the product marketing team’s strategy for determining price fluctuations for two of their product lines. To enhance understanding of the value of good marketing practices and pricing techniques. To provide a focused set of tools to drive marketing excellence across the U.S.

The program

We created Driving Dramatic Growth Through Marketing Excellence, an intensive five-day program to develop new techniques for establishing pricing in Ingersoll Rand’s product lines. This program was designed to enable their marketing teams to develop new tools for thinking strategically—rather than reactively—about product pricing. Participants learned how to establish more effective, validated methods for setting product pricing and to apply specific marketing methods and tools to current marketing initiatives.

The outcomes

Participants found the Driving Dramatic Growth program to be a complete success, empowering them with an effective pricing strategy. Moreover, the two pricing models taught in the program resulted in an immediate price impact of $209,473 to the business, a 10% impact. Using the program’s elasticity concepts and tools, participating Ingersoll Rand teams realized approximately $1.9 million in additional operating income in the following fiscal year.