Controlling for Customer Profitability and Pricing

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Car-Leasing-Company in Germany

One of Germany’s larger car leasing companies was facing major challenges: high staff turnover, a challenging back-office organisation and difficult system integration into the group. The implementation of a customer profitability analysis plan and the identification of challenges through interviews with internal experts and the management team created increased transparency of customer profitability. Additional successes included insights gained from pricing and customer profitability analysis of the portfolio service offering.

q

Company

One of the largest car leasing companies in Germany that offers leasing and related mobility solutions
€2b multi-brand car leasing portfolio with a focus on the B2B segment

p

Challenge

Staff turnover, challenging back-office organization
Difficult system integration into the group
Low knowledge and confidence in the quality and reliability of customer profitability

m

Goals

Product understanding, customer and product profitability setup
Clear and transparent establishment of profitability models
Establishment of business partnering with the controlling team

n

Measures

Interviews with internal experts and the management team to identify challenges
Prepare and execute a customer profitability analysis plan with ongoing support and advice from the controlling team
Summary document with all results for the controlling team

x

Results

Setup for the modified product, price and profitability calculations
Increased transparency of customer profitability, trained controlling teams, new skills in pricing and profitability analysis
Customer Profitability Tool Change
Gained valuable insights from pricing and customer profitability analysis on the portfolio service offering

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