Pricing & sales in the chemical industry offer great potential

Sustainable success depends on a precise understanding of the entire value chain. Raw material availability, application requirements, customer process costs, and downstream market mechanisms determine how products should be positioned and priced. Companies that strategically account for technological trends, regulatory developments, and geopolitical shifts strengthen their market position and make better portfolio decisions.

Together with you, we create the transparency required to develop profitable long-term market strategies and anchor them in pricing and sales, through systematic market, value chain, and application analyses, competitive benchmarking, scenario modeling, and portfolio assessments.

Traditional segmentation based solely on revenue or volume is no longer sufficient. Modern approaches incorporate individual needs, buying logic, application profiles, technological requirements, and sustainability priorities. This creates the basis for targeted sales management, clear segment-specific strategies, differentiated pricing models, and efficient resource allocation across the customer journey.

In our projects, we work with clients to develop data-based segmentation models, define clear strategies for each segment, derive pricing and offer logic, and embed customer centricity in the organization, processes, and tool landscape.

Today’s customers expect flexible, seamless interaction across channels. A professional multi-channel approach integrates field sales, inside sales, technical service, distribution partners, and digital channels. Roles, handover points, and target systems must be clearly defined. At the same time, pricing and discount structures need to be aligned with the new setup in order to avoid channel conflict and ensure margin stability.

In our projects, we create scalable, margin-protecting multi-channel setups by developing tailored channel models, defining roles and responsibilities, introducing KPI and steering logic, and redesigning pricing and discount systems.

Digitalization increases both speed and transparency. Modern CRM systems provide structured pipeline management, automated lead generation, and data-based decision support. At the same time, AI-powered CPQ solutions, self-service portals, and BI tools create a high degree of operational excellence. Standardized workflows, strong data quality, and clear governance are the foundation of a scalable and efficient sales organization.

In our projects, we define the relevant use cases, design target processes, select the right tools, support implementation, and establish governance models and data quality standards, including sales enablement.

This covers areas such as business development, contact management, proposal management, and aftersales management.

The next step is to identify and implement the right digital tools based on structured requirements as part of the digital transformation of sales, ranging from lead-tracking software and chatbots to CPQ solutions, CRM platforms, and BI tools.

Key accounts often account for a significant share of total revenue. Professional key account management requires clear account strategies, structured pricing and contract models, international harmonization, and systematic potential analyses. It also includes defined negotiation guidelines, value proposition tools, and a consistent global pricing architecture. Professional KAM increases margins as well as customer satisfaction and strategic relevance.

We support our clients by developing clear KAM frameworks, structured account and pricing strategies, internationally harmonized contract and pricing architectures, and practical tools for value-based argumentation and negotiations. In addition, our projects optimize the entire tender management process – including process design, decision logic, templates, and pricing strategies — to sustainably improve win rates and margin quality.

Growth requires structured new-business processes and the consistent development of potential within the existing customer portfolio. Digital lead-scoring models, automated target account lists, and AI-based next-best-offer analyses enable precise and efficient market development. At the same time, intelligent incentive systems strengthen sales execution while promoting margin discipline and customer focus.

Together with our clients, we design tailored new-business processes, develop AI-enabled analytics models, build cross-selling and upselling programs, and establish performance-based incentive systems with a clear KPI framework and a direct link between performance and compensation.

Commodities require flexible market-based pricing mechanisms, automated price escalation clauses, and robust margin monitoring. Specialty products, on the other hand, call for value-based pricing, differentiated customer pricing strategies, and compelling value arguments. Digital tools such as pricing suites, CPQ solutions, and peer pricing systems enhance transparency, agility, and pricing quality. The key is to tightly integrate market, cost, risk, and value drivers.

To achieve this, we develop pricing models for commodities and specialty products, identify the relevant price drivers, introduce peer pricing systems, implement pricing and CPQ tools, and enable sales and pricing teams to apply them consistently in everyday practice.

Digital solutions, from formulation software and process optimization tools to predictive maintenance offerings, create opportunities for high-margin, recurring revenue models. Success depends on clear value propositions, scalable pricing models such as subscriptions, pay-per-use, and freemium, professional go-to-market structures, and the ability to integrate digital offerings systematically into sales processes.

In our projects, we work with clients to develop value propositions, pricing models, packaging and licensing structures, sales stories, demo environments, and go-to-market strategies, while also supporting the build-out of the necessary delivery and billing processes.

Value selling is a decisive success factor in the chemical industry. The ability of sales teams to quantify the specific customer value of their offerings creates differentiation and improves price realization. Business cases, value communication, application examples, and ROI models are essential tools for shifting pricing discussions from cost to value and achieving higher margins.

We support our clients by developing tailored value selling toolkits, ROI models, structured value communication frameworks, training programs, and coaching in real sales situations — helping them embed sustainable value orientation in the sales organization.