{"id":777040,"date":"2025-04-08T09:33:54","date_gmt":"2025-04-08T07:33:54","guid":{"rendered":"https:\/\/www.atreus.de\/?post_type=publication&#038;p=777040"},"modified":"2025-04-08T17:17:11","modified_gmt":"2025-04-08T15:17:11","slug":"controlling-for-customer-profitability-and-pricing-at-a-car-leasing-company-in-germany","status":"publish","type":"publication","link":"https:\/\/www.atreus.de\/en\/publication\/case-studies-en\/controlling-for-customer-profitability-and-pricing-at-a-car-leasing-company-in-germany\/","title":{"rendered":"CONTROLLING FOR CUSTOMER PROFITABILITY AND PRICING AT A CAR LEASING COMPANY IN GERMANY"},"content":{"rendered":"<div  class=\"zw-cgb header-standard-block is-first-block desktop-has-image mobile-has-image default-margin white-color content-left content-down zw-atr-portrait-pos-default zw-atr-landscape-pos-default height-default \"><div class=\"row\"><div class=\"zw-cgb-content col-12 mx-auto\"><div  class=\"header-standard-inner-container\"><div class=\"bg-image\"><span class=\"copyright-image d-none d-lg-block\">\u00a9fotolia.com, Rawpixel.com<\/span><img decoding=\"async\" class=\"respnsive-img d-none d-lg-block\" loading=\"lazy\" alt=\"atreus_\" src=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-05-Automotive.jpg\" srcset=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-05-Automotive.jpg 1920w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-05-Automotive-768x432.jpg 768w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-05-Automotive-1024x576.jpg 1024w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-05-Automotive-480x270.jpg 480w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-05-Automotive-1440x810.jpg 1440w\" sizes=\"(max-width: 1920px) 100vw, 1920px\" style=\"aspect-ratio:1920\/1080 !important\" title=\"atreus_\"><span class=\"copyright-image d-lg-none d-block\">\u00a9fotolia.com, Rawpixel.com<\/span><img decoding=\"async\" class=\"responsive-img d-lg-none d-block\" loading=\"lazy\" alt=\"atreus_\" src=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-50z50-05-Automotive.jpg\" srcset=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-50z50-05-Automotive.jpg 823w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-50z50-05-Automotive-768x384.jpg 768w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-50z50-05-Automotive-480x240.jpg 480w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" style=\"aspect-ratio:823\/412 !important\" title=\"atreus_\"><\/div><div class=\"preheadline-container\"><div class=\"zw-breadcrumb-container black-color d-md-down-none\"><\/div><p class=\" zw-cgb preheadline zw-prevent-animation\">Case Study<\/p><h1 class=\" zw-cgb headline zw-prevent-animation\">Controlling for Customer Profitability and Pricing<\/h1><\/div><div class=\"inner-content\"><p class=\" zw-cgb fulltext zw-prevent-animation\"><sub><code>240352-01<\/code><\/sub><\/p><\/div><\/div><\/div><\/div><\/div><div class=\"zw-breadcrumb-container black-color d-none d-md-down-block\"><nav aria-label=\"breadcrumbs\" class=\"rank-math-breadcrumb\"><p><span class=\"label\">c<\/span> <a href=\"https:\/\/www.atreus.de\/en\">Home<\/a><span class=\"separator\"> c <\/span><a href=\"https:\/\/www.atreus.de\/publikationen-events\/\">Publikationen<\/a><span class=\"separator\"> c <\/span><span class=\"last\"><\/span><\/p><\/nav><\/div>\n\n    <div  class=\"zw-cgb    infoblock default-margin black-color  \">\n      <div class=\" row\">\n        <div class=\"zw-cgb-content has-padding col-12\">\n          <div class=\"inner-content parent-has-padding\"><h2 class=\" zw-cgb headline\">Car-Leasing-Company in Germany<\/h2><p class=\" zw-cgb fulltext \">One of Germany&#8217;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.<\/p><div class=\"link-container\"><\/div><\/div>        <\/div>\n      <\/div>\n    <\/div>\n\n\n<div  class=\"zw-cgb row  columnmaster020 default-margin \"><div class=\"columnmaster-inner-content g-0\">    <div  class=\"zw-cgb no-image-layout columnblock black-color has-icon   \">\n      <div class=\"zw-cgb zw-cgb-content\">\n\n        <div class=\"column-content\"><div class=\"inner-content\"><div class=\"icon-container\"><span class=\"atr-icon\">q<\/span><h2 class=\" zw-cgb headline h4\">Company<\/h2><\/div><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">One of the largest car leasing companies in Germany that offers leasing and related mobility solutions<\/li><li class=\"\">\u20ac2b multi-brand car leasing portfolio with a focus on the B2B segment<\/li><\/ul><\/div><\/div>      <\/div>\n    <\/div>\n    <div  class=\"zw-cgb no-image-layout columnblock black-color has-icon   \">\n      <div class=\"zw-cgb zw-cgb-content\">\n\n        <div class=\"column-content\"><div class=\"inner-content\"><div class=\"icon-container\"><span class=\"atr-icon\">p<\/span><h2 class=\" zw-cgb headline h4\">Challenge<\/h2><\/div><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Staff turnover, challenging back-office organization<\/li><li class=\"\">Difficult system integration into the group<\/li><li class=\"\">Low knowledge and confidence in the quality and reliability of customer profitability<\/li><\/ul><\/div><\/div>      <\/div>\n    <\/div>\n    <div  class=\"zw-cgb no-image-layout columnblock black-color has-icon   \">\n      <div class=\"zw-cgb zw-cgb-content\">\n\n        <div class=\"column-content\"><div class=\"inner-content\"><div class=\"icon-container\"><span class=\"atr-icon\">m<\/span><h2 class=\" zw-cgb headline h4\">Goals<\/h2><\/div><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Product understanding, customer and product profitability setup<\/li><li class=\"\">Clear and transparent establishment of profitability models<\/li><li class=\"\">Establishment of business partnering with the controlling team<\/li><\/ul><\/div><\/div>      <\/div>\n    <\/div>\n<\/div><\/div>\n\n<div id=\"parent92278\"class=\"zw-cgb halb-halb-headline-text-block-135 default-margin \"><div class=\"row\">    <!--  block -->\n    <div class=\"half-content has-padding col-lg-6 col-12 leftBlock order-1 blue-400 white-color has-icon has-headline \"><div class=\"icon-container\"><span class=\"atr-icon\">n<\/span><h2 class=\" zw-cgb headline\">Measures<\/h2><\/div><div class=\"content-container\"><div class=\"inner-content parent-has-padding\"><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Interviews with internal experts and the management team to identify challenges<\/li><li class=\"\">Prepare and execute a customer profitability analysis plan with ongoing support and advice from the controlling team<\/li><li class=\"\">Summary document with all results for the controlling team<\/li><\/ul><div class=\"link-container\"><\/div><\/div><\/div><\/div>    <!--  block -->\n    <div class=\"half-content has-padding col-lg-6 col-12 rightBlock order-2 blue-600 white-color has-icon has-headline \"><div class=\"icon-container\"><span class=\"atr-icon\">x<\/span><h2 class=\" zw-cgb headline\">Results<\/h2><\/div><div class=\"content-container\"><div class=\"inner-content parent-has-padding\"><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Setup for the modified product, price and profitability calculations<\/li><li class=\"\">Increased transparency of customer profitability, trained controlling teams, new skills in pricing and profitability analysis<\/li><li class=\"\">Customer Profitability Tool Change<\/li><li class=\"\">Gained valuable insights from pricing and customer profitability analysis on the portfolio service offering<\/li><\/ul><div class=\"link-container\"><\/div><\/div><\/div><\/div><\/div><\/div>\n\n\n\n\n\n\n<div style=\"height:100px\" aria-hidden=\"true\" class=\"wp-block-spacer is-style-zw-default-color-400\"><\/div>\n\n\n    <div  class=\"zw-cgb  change-padding  infoblock default-margin black-color  \">\n      <div class=\" row\">\n        <div class=\"zw-cgb-content has-padding col-12\">\n          <div class=\"preheadline-container parent-has-padding\"><p class=\" zw-cgb preheadline ' .  . 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