Section 3: Our Solution
To ensure that O-I Glass was able to execute its new strategy, Pricefx implemented a complete pricing solution that was able to scale globally by launching the new system region by region. After the initial European roll out, they continued rolling out in the Andean region (LATAM), South (Brazil, Argentina) and in the North (the USA and Canada). By implementing the solution in these regions separately, it allowed for modifications to the tool to fit the local geography as needed, while still providing uniformity across the organization. The solution also brought transparency and global scalability to the company’s pricing operations.
O-I Glass’s need for its sales teams to have access to an automated approval process, a negotiations simulation tool and automated quotes was met by Quote Configurator. In fact, this module has transformed how O-I Glass sells by automatically preparing the product portfolio based on current conditions records and historical data.
This gives their salespeople immediate access to useful information such as profit waterfall,
negotiation power gauge, and services recommendation. This, in turn, ensures, that they are
quoting at maximum efficiency and profit margin based on localized market information that
aligns with the global pricing strategy. The process is fast as the automated approval process
validates many factors and thresholds, but, at the same time, the tool still remains flexible and is
easily modifiable by power users to fine-tune it further.
In addition to Quote Configurator, the Price Builder and Price Analyzer modules are helping drive the
platform’s usage and adoption, and provide the team with valuable information in order to do their
jobs better. The tool’s speed and flexibility in implementing the company’s global pricing strategy at
a local level has provided O-I Glass with the ability to streamline their processes. It also gives their
salespeople access to the information they need at their fingertips to be able to get the most out of
every contract and interaction. Having access to this kind of pricing insights means that every deal is
being quoted with the margin maximized at levels suitable for that region.