Developing and Managing Pricing Management and Automation
About the client
Heatcraft Worldwide Refrigeration, a part of Lennox International Inc. (NYSE: LII), has been an industry leader in commercial and industrial refrigeration systems for over 125 years. Serving diverse industries across North America, Heatcraft is known for its engineering excellence and strong market presence under brands like Bohn, Larkin, Climate Control, Chandler, and Magna Refrigeration.
The Scenario
Heatcraft faced growing pressure to streamline its pricing operations amidst rising demand, regulatory updates, and increasing product complexity. Their legacy process—largely manual and spreadsheet-driven—struggled to keep up with frequent price changes, product configuration options, and partner-specific pricing variations. The pricing team was burdened with repetitive tasks, delays in updating documentation, and errors that impacted revenue and partner trust. As the business scaled, so did the inefficiencies—making it clear that a robust, automated, and centrally managed pricing system was essential to support Heatcraft’s future growth and operational agility.
The Problem
Our client faced a massive bottleneck in managing their complex product data and pricing structures.
Their crucial sales tools, including 400-page PDF price books, various wholesaler files, and importantly, their website's product catalog, were all created manually. This wasn't just slow; it led to significant business problems:
- High Error Rate: Manual data entry and complicated calculations, especially for component-based pricing and detailed product specifications, frequently resulted in mistakes. Incorrect pricing or product information was a constant threat, often stemming from issues within their SAP pricing files (PIIP) and dispersed product data. This meant inaccurate information could appear on their public website.
- Slow Updates: Any change—whether a new regulation, a product launch, or a simple price adjustment—could tie up skilled staff for months due to painstaking manual revisions across vast product catalogs, all pricing outputs, and the dotCMS website.
- Wasted Resources: Highly valuable team members were stuck on repetitive, administrative tasks instead of focusing on strategic growth and product innovation.
- Confusing Information: Inconsistent product data and pricing across different versions and channels, including the website, created headaches for internal teams and external partners. This fragmentation hurt customer experience and sales efficiency.
The Solution
Ayruz stepped in as a strategic partner to completely transform Heatcraft's end-to-end product data and pricing management process.
Our goal was to build an intelligent, automated system, using their SAP pricing master file (PIIP) as the single source of truth for both product details and pricing:
- Centralized Product & Pricing Data Architecture: We designed a robust system where all product specifications, configurations, and pricing (including complex component and options pricing) were consolidated into smart Excel templates. These templates were directly linked to Heatcraft's SAP PIIP files, ensuring consistent and accurate data for all product descriptions and pricing calculations. This meant if product details or prices changed in SAP, they automatically updated everywhere else.
- Dynamic Price Book Creation: For their detailed PDF price books, we collaborated with Fabio Verdelli to develop dynamic InDesign templates for each product family. These templates could automatically pull both accurate product information and pricing data from the updated Excel files, instantly populating hundreds of pages.
- Automated Document Generation: We implemented sophisticated automation tools that seamlessly pulled validated data from the centralized system. This allowed for the automatic generation of comprehensive PDF price books and various wholesaler data files, complete with accurate product details and pricing, ready for immediate distribution.
- Integrated Website Product Catalog & Pricing: We worked closely with Heatcraft's IT team to apply updated product and pricing data to their dotCMS website's product catalog. This involved significant data updates and meticulous testing to ensure seamless integration and accurate display of information online.
- Guaranteed Data Accuracy: We put in place rigorous testing and verification processes. This included methods to thoroughly check price variations and ensure complete data integrity for both product specifications and pricing at every stage, actively preventing the errors that plagued their old manual system, both in print and online.
Key Results
90%+ Time Savings
Unprecedented Accuracy
Faster Market Responsiveness
Enhanced Deliverables
Empowered Teams
Hear From Those Who Worked With Us.
"Ayruz helped us focus on the best paths to market for increasing our social media presence and we were able to measure our programs and quantify revenue opportunity and sales realized. They are one of the best in the industry and I have utilized them and every company that I have worked at. A hidden gem and worth the investment."
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"Ayruz's understanding of user behavior and targeting precision helped us drive real conversions, not just traffic. The $7 acquisition cost was a breakthrough for us."
"Sanil and his team make a difference in our daily job. They are always available, with practical and consistent solutions and orientations. It is undeniable the expertise and professionalism of the team."
"Great experience with Ayruz’s team. Challenging projects developed in a very short time with high quality level. Indeed one of the best companies in the market."
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