Real engagements with B2B businesses where benchmark pricing identified recoverable margin hidden in their own transaction data.
The business had been experiencing negative margin growth. Despite national scale, pricing had become undisciplined. A deep discount structure was being applied routinely rather than as an exception, and ad hoc discounting beyond it added further leakage. Pricing had inverted: some small customers were receiving lower prices than large customers for the same products.
7–10% margin uplift identified across the full book. The analysis replaced the existing discount structure with transaction-anchored floors that reps could understand and defend in customer conversations.
"The problem wasn't that reps were being aggressive — it was that they had no reference point. Once they could see what comparable customers were paying, the conversation changed."
Gus Neill, RightPrice — engagement lead
The manufacturer produces white label cleaning products sold through B2B channels across Europe. With account managers operating independently across five countries, pricing had fragmented with no cross-market visibility. Sophisticated procurement teams were leveraging price differences between countries to drive concessions in their home market — and no one inside the business could see it happening.
5–8% margin uplift identified across the five-country book, with the largest gaps in institutional and contract channels. The highest-performing country teams were already achieving prices 6–9% above the median — the analysis made that benchmark visible to everyone.
"White label is supposed to be a commodity. But when you look at what your own best account managers are actually achieving, it stops looking like one."
Gus Neill, RightPrice — engagement lead
Tell us about your business and we'll show you what benchmark pricing would surface in your sales.