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Grundfos Accelerates Their Journey Toward Commercial Excellence

Highlighted Business Outcomes

Better Transparency

Grundfos saw more transparency into their revenue, margin, and pricing for their sales and finance teams using Vendavo Profit Analyzer.

Improved Selling

Sellers are empowered to focus on value-add selling instead of resorting to selling by price.

More Agility

Vendavo provides the infrastructure and guidance Grundfos needs to foster agility and speed.

A Pump Manufacturer On a Journey of Commercial Excellence

In 1944 on the heels of World War II, Poul Due Jensen founded a die-casting and machine company in the cellar of his private villa. One year later, a farmer approached him to order a small automatic pump to water his fields. That’s when Jensen developed his first pump, affectionately nicknamed “the pig” because of its design.

Since then, Grundfos has become the world’s largest pump manufacturer, with more than 10% market share. Grundfos sells 18 million pumps per year and is committed to pioneering solutions for the world’s water and climate challenges and improving the quality of life for millions of people. For Grundfos, Commercial Excellence is about evaluating and optimizing sales performance and processes, while delivering exceptional customer experience.

Grundfos the Pig Pump

Optimal Pricing for Continued Growth

For the last decade, Grundfos has been strategically focused on improving their global pricing governance model. Before partnering with Vendavo, Grundfos was facing increasing competition, dynamic markets, suboptimal internal pricing processes, a rapidly growing mix of product variants, and a disconnect between field and corporate pricing.

To meet these challenges and foster continued growth, Grundfos invested in Vendavo Profit Analyzer. Grundfos needed to move from excel spreadsheets and human price administration, to strategic, intelligent pricing analytics with a high degree of automation, accuracy, transparency, compliance, and pricing visibility.

Vendavo is not just software. We rely on Vendavo for consultation, technical implementation, and guidance.”
Jesper Olesen
Jesper Olesen
Vice President, Digital & Customer Excellence

A Strategic Shift from Finance to Sales

Before partnering with Vendavo, Grundfos evaluated sales numbers and margins manually within their finance system. Today they have an automated system that provides transparency. They’ve moved the pricing conversation from the finance team to the sales team. They are able to drill up and down between multiple dimensions to see product, customer classification, customer levels, and customer hierarchies. They are now able to have conversations about margins and prices on specific products and customer types.

With Vendavo, the sales team is empowered to focus on value-add selling instead of resorting to selling by price. Vendavo offers Grundfos a solid foundation for insights on pricing, enabling the team to analyze and slice the data without effects on customer pricing. Additionally, Vendavo allows Grundfos’ divisions to determine pricing and commercial terms for customers.

Grundfos is committed to continuously improving the way they serve their customers. Vendavo is providing the infrastructure, transparency, and guidance Grundfos needs to foster agility and commercial excellence.

About Grundfos

Overview

Grundfos Holding A/S is a global pump manufacturer that supplies pump solutions for buildings, water, and industrial applications. Headquartered in Bjerringbro, Denmark and founded in 1945, Grundfos is committed to pioneering solutions for the world’s water and climate challenges and improving the quality of life for people. Grundfos is represented by more than 100 companies in 60 countries, employs more than 19,000 people, and sells approximately 18 million pumps per year.

Fast Facts

Website: www.grundfos.com

Vendavo Product: Vendavo Profit Analyzer

Industry: Manufacturing – Pumping Equipment

Headquarters: Bjerringbro, Denmark

Employees: 19,200

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