Who we work with

Pearson Ham serves businesses in all market sectors. Here are some of the opportunities we’ve helped companies capture.

The Mission
What Our Clients Say
Impacts

Financial Services White Label Service Provider

THE CHALLENGE

This company knew how their prices varied in comparison to the market, but did not understand the likely effects of price elasticity on volumes of customers and profits.

OUR SOLUTION

First we reviewed their position in the market across different products. We then analysed historical data to understand elasticity and the attribution of variable costs to their different products. Finally, we created a new pricing strategy based on our findings.

RESULTS

Price optimisation model created and being used by company. Agreed solution increased revenues by 12% and doubled profits.

We are delighted by the work that Pearson Ham have done for us. Working with them has opened our eyes to the opportunities that we have been missing and given us a clear direction, as well as detailed plans, to capturing those opportunities.

TESTIMONIAL FROM Head of Operations

Financial Services Insurance Broker

THE CHALLENGE

Insurance is a tough market where pricing is key. Nevertheless, this company needed help to better understand the relationship between price and volume, especially as their customer profitability varied significantly.

OUR SOLUTION

First, we ran a detailed analysis to understand price elasticities at acquisition and renewal, how it varied between customers and why. Then we produced a model showing customer profitability by channel, product holding and customer characteristic.

RESULTS

Improved margin performance at renewal and volume performance at acquisition. Margin impact equivalent to 7% of EBITDA.

I have worked with Pearson Ham over a number of years and have always found their perceptiveness to be a great asset. Able to translate large sets of data into actionable insights, they communicate these well to a broad range of audiences, driving change on the back of quantifiable, large value opportunities.

TESTIMONIAL FROM Head of Pricing

Energy & Utilities B2B Sales

THE CHALLENGE

The company was losing money on some accounts because they were not able to allocate all variable costs on a per customer basis.

OUR SOLUTION

First we undertook a review to understand the drivers of costs. We then modelled those costs by customer to illustrate the varying levels of profitability. From that we were able to identify where prices were too low or too high and propose price changes.

RESULTS

An improvement in margin equating to 2.5% of sales of 33% of EBITDA through eradication of loss making customers.

Energy & Utilities Green Energy

THE CHALLENGE

A newcomer to the market, this company was unsure at what level to set their prices.

OUR SOLUTION

We began by supporting them to better understand the competitive landscape and what customers were prepared to pay. We then proposed the price levels to charge, as well as the price proposition to the customer.

RESULTS

A clear price proposition to enable market entry and penetration. An articulated pricing strategy that delivered to the business’ strategy.

Media Automotive Market Maker

THE CHALLENGE

This print and online publication was suffering a prolonged loss of market share to lower-priced new entrants.

OUR SOLUTION

We began by helping them to create a more differentiated pricing solution: giving them cheaper prices at the lower end (where they were losing market share) and higher prices at the top end to drive incremental value. We then advised that these changes be introduced alongside changes to the product, helping to justify the price moves.

RESULTS

Strategy projected to reverse decline in low end of market and to increase market share ten-fold in this segment.

Pearson Ham has done several pieces of work for us. Each time they have understood the core issue very quickly and provided us with rapid advice when we needed it most.

They not only understand the theory behind pricing issues, they are sympathetic to the emotional side, which can cause challenges for implementation in the corporate environment.

TESTIMONIAL FROM Commercial Director

Online Media Home Services

THE CHALLENGE

This company was suffering under a pricing structure that was too simple. It led to under-pricing for some customers and over-pricing for others. They knew that many customers were either under- or over-priced but did not know how to identify them. This resulted in high churn at the low end and insufficient value extraction at the high end.

OUR SOLUTION

We defined new tariffing, pricing and discounting structures that are calibrated to their customer base and better aligned to the company's customer proposition.

RESULTS

Agreed package of solutions projected to increase revenues by 20% through higher prices and improved volume performance.

Pearson Ham provided us with crucial insights into the pricing dynamics for our business and marketplace. More importantly they helped us understand how to develop our business model, refine our pricing and drive substantial bottom line benefits.

Bright, inquisitive, experienced, respectful and collaborative; they are a pleasure to work with.

TESTIMONIAL FROM The CEO

Online Media B2B Sales

THE CHALLENGE

This company’s business plan required them to improve total margins by 10% which meant that a large price increase on the publication was inevitable. Nervous about the implications of this hike, they wanted some advice on how best to proceed.

OUR SOLUTION

We initially reviewed their plans and modelled the impact across their customer base, then we advised them on how to modify their strategy and minimise any negative effects caused by the increase.

RESULTS

Internally, the company saw greater confidence around the plans, while externally the projected impact on volume sales was reduced by 40%.

Transport Freight Shipping

THE CHALLENGE

This company had a one-price offer, despite their customers’ preference for, and avoidance of, certain times of the day. The challenge was to improve volumes at off-peak times and maximise revenue at peak times.

OUR SOLUTION

First, we identified five possible alternative pricing strategies and then modelled their impacts with respect to share of the market, ability to execute, market risk and customer response.

RESULTS

Agreed strategy for targeted pricing at off-peak times projected to increase EBITDA by 12%.

Transport International Transport

THE CHALLENGE

This company was concerned that their existing pricing tools would struggle under a new IT system. At the same time, they wanted to maximise the opportunities presented by the new platform.

OUR SOLUTION

We began by helping to create and carry out improvements to their existing pricing plan. Then we managed its integration with the new IT system. Finally, we undertook a detailed strategy review that identified new opportunities for product bundling and pricing strategy.

RESULTS

An improved set of pricing models fit to support the new web solution. A new articulated pricing strategy projected to improve EBITDA by 20%.

Transport Automotive Distribution

THE CHALLENGE

This B2B firm had allowed pricing to be driven by sales and thought about on an ad hoc basis. Analytics were scarce. As a result, the pricing structure lacked integrity.

OUR SOLUTION

First, we analysed price elasticities and margins and identified where price changes could be made. Then we scrutinized customer discounts. Finally, we developed a new, centralised, pricing team that had greater control of prices.

RESULTS

A pricing strategy projected to increase margins equivalent to 2% of sales or 16% improvement in EBITDA. A pricing team equipped with analytical pricing tools driving more intelligent pricing decisions.

Pearson Ham added tremendous value in their six-month engagement as we integrated four acquired companies. During this time they helped us identify areas of pricing improvement in the order of 2% revenue, developed a harmonised pricing system across the acquired companies, as well as processes to better govern and control pricing.

They were able to zoom in on key issues very early on through targeted analysis. This was particularly impressive in our environment where pricing is complex – a fragmented B2B environment operating across 50 sites and with >100k products.

Highly credible and with the gravitas to align stakeholders across the organisation, we found their solutions pragmatic and implementable. Most importantly, they helped build capability in the organisation so that pricing improvements can be continuous and sustainable.

TESTIMONIAL FROM The COO

Entertainment & Leisure Restaurants

THE CHALLENGE

This company had developed a dependency on promotions that was losing them money and damaging the brand.

OUR SOLUTION

First, we helped them better understand the full economic impact of their promotions. Then, we ran a series of promotional tests and identified how best to design them.

RESULTS

Overall, the company reduced the volume of promotions, and has moved its focus from chasing new acquisitions to encouraging loyalty and repeat business.

Using advanced analytics, Pearson Ham helped us make sense of a very complex market situation, enabling us to make good decisions.

Highly knowledgeable in pricing and discounting, they helped us to rebalance our pricing mix away from one heavily based on discounting.

TESTIMONIAL FROM The Marketing Director

Retail Superstores & Retail Parks

THE CHALLENGE

The company was losing money on some accounts because they were not able to allocate all variable costs on a per customer basis.

OUR SOLUTION

First we undertook a review to understand the drivers of costs. We then modelled those costs by customer to illustrate the varying levels of profitability. From that we were able to identify where prices were too low or too high and propose price changes.

RESULTS

An improvement in margin equating to 2.5% of sales of 33% of EBITDA through eradication of loss making customers.
Pearson Ham Consulting Ltd
50 Eastcastle Street
London, W1W 8EA
Tel +44 (0) 203 583 9969
contact@pearsonham.com
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