Driving Profitability and Commercial Agility: Mabe’s Pricing Transformation with Pricefx
About the Customer
Privately held and headquartered in Mexico City, this company designs, manufactures, and distributes large appliances—including refrigerators, ranges, and washing machines—serving customers in over 70 countries worldwide, primarily across the Americas.
Founded in 1946, the company has established itself as a market leader in Latin America since the early 2000s, consistently meeting consumer needs through a portfolio of 16 brands that span entry-level to premium products.
Today, the company commands approximately 25% of the home appliance market in Latin America, generating over $3 billion in annual sales. It employs more than 20,000 people and operates 18 manufacturing facilities across the continent, reinforcing its significant presence and influence in the region.
The Challenge: Facing Legacy System Barriers and Fragmented Data
Mabe faced limited analytical maturity and lacked pricing visibility across its commercial operations. Sales and revenue teams were largely unempowered, relying heavily on spreadsheets and manual processes for decision-making, which led to multiple instances of margin leakage without timely detection. Communication was primarily carried out via email, which hindered real-time collaboration and data sharing.
This lack of a structured, automated approach made it difficult to gain insights, respond swiftly to market changes, and optimize sales strategies effectively. Consequently, enhancing analytical capabilities and establishing more efficient communication channels became crucial to improving overall operational agility.
Data quality and system integration presented additional obstacles. Without a single source of truth or end-to-end data traceability, inconsistencies undermined confidence in pricing decisions. Additionally, connecting legacy systems such as SAP with newer external tools, like a pricing platform, posed technical difficulties.
These internal issues were compounded by external factors like market volatility, trade tensions, and macroeconomic instability, which increased the urgency for a reliable data infrastructure and seamless system integration.
To address these challenges, Mabe identified key areas for improvement: centralizing quoting, improving margin visibility, increasing pricing efficiency, and streamlining SAP ERP integration. These priorities pointed to a single solution—a fast, flexible, and user-friendly pricing platform capable of automating end-to-end operations, reducing manual effort, and enabling more agile, data-informed decisions.
The Pricefx Solution: Transforming Pricing Operations Through End-to-End Quoting Automation
The transformation of pricing operations centered on automating the entire quoting process, enabling end-to-end efficiency. By implementing real-time quoting systems combined with immediate approval workflows and exception management, the organization significantly accelerated decision-making. What previously took up to five days can now be completed within just one hour, allowing sales and finance teams to respond swiftly to market demands and customer needs. This rapid turnaround not only improved operational agility but also enhanced customer experience by providing faster and more accurate quotes.
Additionally, the introduction of ad-hoc analytics and customizable dashboards within a user-friendly and flexible platform empowered decision-makers with greater visibility and accountability across the organization. This data-driven approach strengthened strategic oversight by offering real-time insights into pricing trends, margins, and transaction details.
To ensure quality control and deeper financial understanding, a dedicated “goalkeeper”—a specialized analyst—was positioned between the sales team and SAP system. This role helped analyze quotes and transactions based on guardrails per customer-SKU allowing for better assessment of their financial implications and ensuring consistency and accuracy in the pricing process.
They use:
- Quoting: involves handling inline promotions, historical deals, deal scoring, managing guardrails, and publishing to customers.
- Analytics and Dashboards: Sales teams with the right mix of autonomy and compliance with a data-driven approach. End-to-end profitability and waterfall analytics provide comprehensive insights, with full integration with SAP for master data, pricing, promotions, and rebates.
Results: Boosting Net Margin by 2.5 Points in 12 Months
Mabe is now able to virtually manage their end-to-end quoting process. Following the implementation of Pricefx across seven countries, the company observed a significant uplift in its commercial performance during the first 12 months.
Their transformation delivered compelling returns: net sales margin increased by 2.5 percentage points and income margin by 1.1 points within the first year, accompanied by a 54× increase in subscription run rate. These improvements were credited to faster, data-informed pricing decisions, streamlined quoting, and margin discipline—enabling Mabe to outpace volatility and maintain growth while competitors struggled.
The improved efficiency is also evident in the fact that, despite a 4.1% decline in net sales, contributed value—a key indicator of pricing effectiveness—increased by 3.9%, based on figures before applying exchange rates for consolidated corporate reporting
“Pricefx helped us set up a dynamic landscape. We received procedural efficiency almost immediately after implementation, and realized the business value in 6 months.”
Ignacio Iturbide, Pricing Data Manager
“We accomplished this integration with Pricefx in a very short amount of time. Integration with SAP was simple and seamless. And a key benefit of Pricefx is that it allows us to manage the business on an exception basis.”
Rogelio Arizpe, CTO