How Volix helped a materials manufacturer increase R$13.8 million in annual revenue with a new pricing policy

A materials manufacturer was facing significant inefficiencies in its pricing policy. The company used uniform pricing for all customers, regardless of purchase volume, which resulted in a loss of profitability and discouraged larger purchases.

Volix implemented a new pricing strategy based on customer size and purchasing potential, generating an increase of R$13.8 million in annual net revenue and an impact of +5.58% on EBITDA.

The Challenge

The company had a uniform pricing policy, where customers paid similar prices regardless of the volume purchased. This resulted in situations where smaller customers paid less per unit than larger customers, damaging the margin and the commercial strategy.

Lack of price differentiation between large and small customers.
Reduced revenue potential due to inefficient pricing.
Disincentive to buy in larger volumes.
Missed opportunities for growth and profitability.

Solution

Volix redesigned the company’s pricing strategy, implementing a model based on elasticity and customer segmentation, following these steps:

Mapping the current pricing policy

Identification of the challenges and points of inefficiency in applied pricing.
Estimating the size of the opportunity

Reallocation of the pricing policy according to the volume of purchases and the real potential of each client.
Drawing up the new pricing policy

Definition of a differentiated pricing structure, guaranteeing greater competitiveness and incentives for higher volume purchases.

Results

With the implementation of the new strategy, the company achieved the following gains:

+R$ 13,799,308 increase in annual net revenue.
+5.58% positive impact on EBITDA.

In addition to increased profitability, the company was able to structure a more efficient pricing policy, promoting greater financial predictability and encouraging the loyalty of customers with greater purchasing potential.

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