Client & context
A work-integration social enterprise selling below cost.
The challenge (before)
Prices set by intuition, negative margins on 40% of the catalogue and no customer data.
What we did
- 01Margin analysis by product line
- 02Survey of 400 customers and willingness-to-pay test
- 03New segment-based pricing model
Result (after)
Positive gross margin across the whole catalogue within six months and capacity to hire four more people on integration pathways.