{"id":64943,"date":"2026-04-22T09:10:00","date_gmt":"2026-04-22T09:10:00","guid":{"rendered":"https:\/\/www.elixirr.com\/en-gb\/?post_type=case_study&#038;p=64943"},"modified":"2026-04-22T09:18:17","modified_gmt":"2026-04-22T09:18:17","slug":"european-industrial-packaging-converter-pricing-excellence","status":"publish","type":"case_study","link":"https:\/\/www.elixirr.com\/en-gb\/case-studies\/european-industrial-packaging-converter-pricing-excellence\/","title":{"rendered":"European industrial packaging converter: Pricing excellence"},"content":{"rendered":"<section\n    class=\"wp-block-text-block edwp-block layout--spacing-y bg--none\"\n    >\n    <div class=\"wp-block-text-block__container container fade-in\">\n        <div class=\"wp-block-text-block__content wysiwyg\">\n            <p><span data-contrast=\"auto\">Our client, a European industrial packaging converter serving a broad mix of end markets, applications and customer segments, faced sustained margin pressure despite\u00a0relatively stable\u00a0volumes. Pricing inconsistency, hidden cost\u00a0leakage\u00a0and under-recovery of key cost components across\u00a0a highly complex\u00a0portfolio of tens of thousands of SKUs reduced transparency into price and margin performance and created\u00a0substantial\u00a0unintended price variance. To address this, we developed a data-driven pricing playbook to\u00a0identify\u00a0and prioritise value capture opportunities. The programme defined initiatives that together generated more than $30M of EBITDA improvement, while also strengthening pricing governance, improving commercial\u00a0transparency\u00a0and\u00a0establishing\u00a0a repeatable process to sustain expanded margins.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"12\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">Outcome 1: Developed a data-driven pricing playbook to\u00a0identify\u00a0and prioritise value capture opportunities across\u00a0a highly complex\u00a0portfolio, improving visibility into pricing inconsistency and hidden margin leakage<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<\/ul>\n<ul>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"12\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-contrast=\"auto\">Outcome 2: Defined initiatives that together generated more than $30M of EBITDA improvement by addressing under-recovery, unintended price variance and pricing inconsistency across customers and products<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<\/ul>\n<ul>\n<li data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"12\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-contrast=\"auto\">Outcome 3: Strengthened pricing governance and commercial transparency,\u00a0establishing\u00a0a repeatable pricing process that reduced future leakage risk and enabled the organisation to sustain expanded margins<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<\/ul>\n        <\/div>\n            <\/div>\n<\/section>\n\n\n<section\n    class=\"wp-block-banner edwp-block layout--spacing-y bg--secondary wp-block-banner--content-right\"\n    >\n    <div class=\"container wp-block-banner__container\">\n        <div class=\"edwp-component edwp-fade-in wp-block-banner__content\">\n            <h2 class=\"wp-component-heading wp-component-content__title text--h1\">\n    The challenge<\/h2>                <div class=\"wp-component-content__content wp-component-content__content--cols-1 wysiwyg\">\n                            <div class=\"wp-component-content__column\">\n                    <p><span class=\"TextRun SCXW105556045 BCX0\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW105556045 BCX0\">Margin leakage was reinforced by a persistent gap between standard and actual realised costs. Freight, raw\u00a0<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">material<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">\u00a0and service cost assumptions were inconsi<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">stent<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">ly reflected in quotes and customer pricing, leading to systematic under-recovery.<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">\u00a0Unintended price variance was\u00a0<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">largely driven<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">\u00a0<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">by the structural complexity of\u00a0<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">our client\u2019s\u00a0<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">business<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">. Tens of thousands of SKUs, spanning multiple specifications and applications, limited the organisation\u2019s ability to perform meaningful<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">\u00a0like-for-like com<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">parisons across customers and products.<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">\u00a0<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">A\u00a0<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">robust s<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">egmentation framework was\u00a0<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">required<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">\u00a0to\u00a0<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">consolidate<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">\u00a0SKUs into comparable product groups and enable true\u00a0<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">\u2018<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">apples-to-apples<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">\u2019<\/span><span class=\"NormalTextRun SCXW105556045 BCX0\">\u00a0price analysis.<\/span><\/span><span class=\"EOP Selected SCXW105556045 BCX0\" data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n                <\/div>\n                    <\/div>\n                    <\/div>            <\/div>\n<\/section>\n\n\n<section\n    class=\"wp-block-banner edwp-block layout--none bg--secondary wp-block-banner--content-right\"\n    >\n    <div class=\"container wp-block-banner__container\">\n        <div class=\"edwp-component edwp-fade-in wp-block-banner__content\">\n            <h2 class=\"wp-component-heading wp-component-content__title text--h1\">\n    The approach<\/h2>                <div class=\"wp-component-content__content wp-component-content__content--cols-1 wysiwyg\">\n                            <div class=\"wp-component-content__column\">\n                    <p><span class=\"TextRun SCXW239806311 BCX0\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW239806311 BCX0\">We developed a comprehensive pricing playbook structured across leakage analysis, product segmentation, price variance assessment, and leverage evaluation. Our leakage analysis quantified margin erosion from unrecovered freight, raw\u00a0<\/span><span class=\"NormalTextRun SCXW239806311 BCX0\">materials<\/span><span class=\"NormalTextRun SCXW239806311 BCX0\">\u00a0and service cost variances. Pro<\/span><span class=\"NormalTextRun SCXW239806311 BCX0\">duc<\/span><span class=\"NormalTextRun SCXW239806311 BCX0\">t segmentation\u00a0<\/span><span class=\"NormalTextRun SCXW239806311 BCX0\">consolidated<\/span><span class=\"NormalTextRun SCXW239806311 BCX0\">\u00a0<\/span><span class=\"NormalTextRun SCXW239806311 BCX0\">around\u00a0<\/span><span class=\"NormalTextRun SCXW239806311 BCX0\">25,000 SKUs into comparable groups, enabling robust like-for-like comparisons. Price variance analysis then\u00a0<\/span><span class=\"NormalTextRun SCXW239806311 BCX0\">identified<\/span><span class=\"NormalTextRun SCXW239806311 BCX0\">\u00a0customers receiving prices below expected levels for comparable products and buying profiles. Building on this, we introduced a proprietary leverage metric<\/span><span class=\"NormalTextRun SCXW239806311 BCX0\">\u00a0(the \u2018<\/span><span class=\"NormalTextRun SCXW239806311 BCX0\">Co<\/span><span class=\"NormalTextRun SCXW239806311 BCX0\">urage Meter<\/span><span class=\"NormalTextRun SCXW239806311 BCX0\">\u2019) to\u00a0<\/span><span class=\"NormalTextRun SCXW239806311 BCX0\">assess repricing potential based on factors such as relationship strength, order\u00a0<\/span><span class=\"NormalTextRun SCXW239806311 BCX0\">complexity<\/span><span class=\"NormalTextRun SCXW239806311 BCX0\">\u00a0and customer scale.<\/span><span class=\"NormalTextRun SCXW239806311 BCX0\">\u00a0<\/span><span class=\"NormalTextRun SCXW239806311 BCX0\">These insights informed prioritised customer actions, pricing\u00a0<\/span><span class=\"NormalTextRun SCXW239806311 BCX0\">guardrails<\/span><span class=\"NormalTextRun SCXW239806311 BCX0\">\u00a0and governance mechanisms to capture margin improvement.<\/span><\/span><span class=\"EOP Selected SCXW239806311 BCX0\" data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n                <\/div>\n                    <\/div>\n                    <\/div>            <\/div>\n<\/section>\n\n\n<section\n    class=\"wp-block-banner edwp-block layout--spacing-y bg--secondary wp-block-banner--content-right\"\n    >\n    <div class=\"container wp-block-banner__container\">\n        <div class=\"edwp-component edwp-fade-in wp-block-banner__content\">\n            <h2 class=\"wp-component-heading wp-component-content__title text--h1\">\n    The impact<\/h2>                <div class=\"wp-component-content__content wp-component-content__content--cols-1 wysiwyg\">\n                            <div class=\"wp-component-content__column\">\n                    <p><span class=\"TextRun SCXW76742135 BCX0\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW76742135 BCX0\">The programme outlined initiatives generating more than $30M of EBITDA improvement opportunity.\u00a0<\/span><span class=\"NormalTextRun SCXW76742135 BCX0\">Further, p<\/span><span class=\"NormalTextRun SCXW76742135 BCX0\">ricing governance and transparency improved materially, reducing future leakage risk.\u00a0<\/span><span class=\"NormalTextRun SCXW76742135 BCX0\">Following implementation, the<\/span><span class=\"NormalTextRun SCXW76742135 BCX0\">\u00a0organisation\u00a0<\/span><span class=\"NormalTextRun SCXW76742135 BCX0\">established<\/span><span class=\"NormalTextRun SCXW76742135 BCX0\">\u00a0a repeatable pricing capability, strengthening commercial discipline and enabling\u00a0<\/span><span class=\"NormalTextRun SCXW76742135 BCX0\">our client<\/span><span class=\"NormalTextRun SCXW76742135 BCX0\">\u00a0to s<\/span><span class=\"NormalTextRun SCXW76742135 BCX0\">ustain expanded margins.<\/span><\/span><span class=\"EOP Selected SCXW76742135 BCX0\" data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n                <\/div>\n         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                <\/figure>\n        <div class=\"wp-component-card__content edwp-row-load\">\n                                    <p class=\"wp-component-card__eyebrow\">\n                Sourcing &amp; Commercial Office            <\/p>\n                <a href='https:\/\/www.elixirr.com\/en-gb\/case-studies\/european-industrial-packaging-converter-pricing-excellence\/' class='wp-component-card__title'>\n            <h2>\n                European industrial packaging converter: Pricing excellence\n            <\/h2>\n        <\/a>                                                            <div class=\"wp-component-card__meta\">\n                                                                <div class=\"wp-component-card__terms\">\n                                                                                                                                                                                                                <div class=\"wp-component-tags edwp-component\">\n                        <div class=\"wp-component-tags__tag\">\n                Consumer Goods            <\/div>\n                                <div class=\"wp-component-tags__tag\">\n                Manufacturing            <\/div>\n                                <div class=\"wp-component-tags__tag\">\n                Sourcing &amp; Commercial Office            <\/div>\n                <\/div>\n                        <\/div>\n                                    <\/div>\n                                                    <div class=\"wp-component-card__button-wrapper\">\n                    <button class=\"btn btn--link arrow wp-component-card__button\">\n                                                                            Read more                                                                            <span class='edwp-svg '><svg width=\"20\" height=\"20\" viewBox=\"0 0 20 20\" fill=\"none\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\">\n<g 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0.565857 9.80193 0.683084 9.68471C0.800312 9.56748 0.959309 9.50162 1.12509 9.50162Z\" fill=\"#1D0F25\"\/>\n<\/g>\n<\/svg>\n<\/span>                                            <\/button>\n                <\/div>\n                                            <\/div>\n<\/article>\n<article class=\"wp-component-card edwp-component wp-component-card--content wp-component-card--case_study wp-block-cards__card            wp-component-card--link js-card-link\n        edwp-fade-in\">\n            <figure class=\"wp-component-card__image-wrapper\">\n                            <img decoding=\"async\" width=\"1920\" height=\"1152\" data-src=\"https:\/\/www.elixirr.com\/en-gb\/wp-content\/uploads\/2026\/04\/a094c17a-add8-460e-963c-65bebb058da7.jpeg\" class=\"wp-component-card__image lazyload\" alt=\"Cattle grazing across rolling green farmland at sunset, illustrating livestock agriculture and rural production landscape\" 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src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 1920px; --smush-placeholder-aspect-ratio: 1920\/1152;\" data-original-sizes=\"(max-width: 1920px) 100vw, 1920px\" \/>            <div class=\"wp-component-card__preview-icon\">\n                <span class='edwp-svg '><svg width=\"47\" height=\"47\" viewBox=\"0 0 47 47\" fill=\"none\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\">\n<g>\n<path d=\"M23.4141 0.539062C36.1232 0.539183 46.4258 10.8416 46.4258 23.5508C46.4257 36.2599 36.1231 46.5624 23.4141 46.5625C10.7049 46.5625 0.402465 36.2599 0.402344 23.5508C0.402344 10.8415 10.7048 0.539062 23.4141 0.539062ZM23.4141 1.68945C11.3606 1.68945 1.55273 11.4974 1.55273 23.5508C1.55286 35.6041 11.3607 45.4111 23.4141 45.4111C35.4673 45.411 45.2743 35.604 45.2744 23.5508C45.2744 11.4974 35.4674 1.68957 23.4141 1.68945Z\" fill=\"currentColor\"\/>\n<path d=\"M19.2841 33.6992C18.9579 33.6986 18.6374 33.6111 18.3543 33.4454C17.7167 33.0759 17.3203 32.3585 17.3203 31.5797V15.8189C17.3203 15.0379 17.7167 14.3227 18.3543 13.9531C18.6442 13.7827 18.9735 13.6951 19.3078 13.6994C19.6421 13.7037 19.9692 13.7998 20.2548 13.9776L33.4237 22.0406C33.6981 22.2166 33.9244 22.461 34.0812 22.751C34.238 23.0409 34.3203 23.3668 34.3203 23.6982C34.3203 24.0295 34.238 24.3555 34.0812 24.6454C33.9244 24.9353 33.6981 25.1798 33.4237 25.3558L20.2527 33.421C19.9604 33.6017 19.6256 33.6979 19.2841 33.6992Z\" fill=\"currentColor\"\/>\n<\/g>\n<\/svg>\n<\/span>            <\/div>\n                        <\/figure>\n        <div class=\"wp-component-card__content edwp-row-load\">\n                                    <p class=\"wp-component-card__eyebrow\">\n                Target Operating Model            <\/p>\n                <a href='https:\/\/www.elixirr.com\/en-gb\/case-studies\/global-animal-genetics-company-go-to-market-transformation\/' class='wp-component-card__title'>\n            <h2>\n                Global animal genetics company: Go-to-market transformation\n            <\/h2>\n        <\/a>                                                            <div class=\"wp-component-card__meta\">\n                                                                <div class=\"wp-component-card__terms\">\n                                                                                                                                                                                                                <div class=\"wp-component-tags edwp-component\">\n                        <div class=\"wp-component-tags__tag\">\n                Consumer Goods            <\/div>\n                                <div class=\"wp-component-tags__tag\">\n                Manufacturing            <\/div>\n                                <div class=\"wp-component-tags__tag\">\n                Target Operating Model            <\/div>\n                <\/div>\n                        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https:\/\/www.elixirr.com\/en-gb\/wp-content\/smush-webp\/2025\/10\/Global-CPG-Company-with-Revenue-of-Over-81B2400x1440-319x191.jpg.webp 319w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/smush-webp\/2025\/10\/Global-CPG-Company-with-Revenue-of-Over-81B2400x1440-479x287.jpg.webp 479w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/smush-webp\/2025\/10\/Global-CPG-Company-with-Revenue-of-Over-81B2400x1440-567x340.jpg.webp 567w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/smush-webp\/2025\/10\/Global-CPG-Company-with-Revenue-of-Over-81B2400x1440-767x460.jpg.webp 767w\" data-sizes=\"auto\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 820px; --smush-placeholder-aspect-ratio: 820\/492;\" data-original-sizes=\"(max-width: 820px) 100vw, 820px\" \/>            <div class=\"wp-component-card__preview-icon\">\n                <span class='edwp-svg '><svg width=\"47\" height=\"47\" viewBox=\"0 0 47 47\" fill=\"none\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\">\n<g>\n<path d=\"M23.4141 0.539062C36.1232 0.539183 46.4258 10.8416 46.4258 23.5508C46.4257 36.2599 36.1231 46.5624 23.4141 46.5625C10.7049 46.5625 0.402465 36.2599 0.402344 23.5508C0.402344 10.8415 10.7048 0.539062 23.4141 0.539062ZM23.4141 1.68945C11.3606 1.68945 1.55273 11.4974 1.55273 23.5508C1.55286 35.6041 11.3607 45.4111 23.4141 45.4111C35.4673 45.411 45.2743 35.604 45.2744 23.5508C45.2744 11.4974 35.4674 1.68957 23.4141 1.68945Z\" fill=\"currentColor\"\/>\n<path d=\"M19.2841 33.6992C18.9579 33.6986 18.6374 33.6111 18.3543 33.4454C17.7167 33.0759 17.3203 32.3585 17.3203 31.5797V15.8189C17.3203 15.0379 17.7167 14.3227 18.3543 13.9531C18.6442 13.7827 18.9735 13.6951 19.3078 13.6994C19.6421 13.7037 19.9692 13.7998 20.2548 13.9776L33.4237 22.0406C33.6981 22.2166 33.9244 22.461 34.0812 22.751C34.238 23.0409 34.3203 23.3668 34.3203 23.6982C34.3203 24.0295 34.238 24.3555 34.0812 24.6454C33.9244 24.9353 33.6981 25.1798 33.4237 25.3558L20.2527 33.421C19.9604 33.6017 19.6256 33.6979 19.2841 33.6992Z\" fill=\"currentColor\"\/>\n<\/g>\n<\/svg>\n<\/span>            <\/div>\n                        <\/figure>\n        <div class=\"wp-component-card__content edwp-row-load\">\n                                    <p class=\"wp-component-card__eyebrow\">\n                Mergers &amp; Acquisitions            <\/p>\n                <a href='https:\/\/www.elixirr.com\/en-gb\/case-studies\/how-a-global-cpg-company-unlocked-sustainable-packaging-at-scale\/' class='wp-component-card__title'>\n            <h2>\n                How a global CPG company unlocked sustainable packaging at scale\n            <\/h2>\n        <\/a>                                                            <div class=\"wp-component-card__meta\">\n                                                                <div class=\"wp-component-card__terms\">\n                                                                                                                                                                                                                <div class=\"wp-component-tags edwp-component\">\n                        <div class=\"wp-component-tags__tag\">\n                Consumer Goods            <\/div>\n                                <div class=\"wp-component-tags__tag\">\n                Retail &amp; Consumer Goods            <\/div>\n                                <div class=\"wp-component-tags__tag\">\n                Mergers &amp; Acquisitions            <\/div>\n                <\/div>\n                        <\/div>\n                                    <\/div>\n                                                    <div class=\"wp-component-card__button-wrapper\">\n                    <button class=\"btn btn--link arrow wp-component-card__button\">\n                                                                            Read more                                               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                      <p class=\"wp-component-card__date\">\n                            22 April 2026                        <\/p>\n                                                                <div class=\"wp-component-card__terms\">\n                                                                                                                                                                                                                <div class=\"wp-component-tags edwp-component\">\n                        <div class=\"wp-component-tags__tag\">\n                Consumer Goods            <\/div>\n                                <div class=\"wp-component-tags__tag\">\n                Manufacturing            <\/div>\n                                <div class=\"wp-component-tags__tag\">\n                Sourcing &amp; Commercial Office            <\/div>\n                <\/div>\n                        <\/div>\n                                    <\/div>\n                       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