{"id":64491,"date":"2026-04-22T08:38:05","date_gmt":"2026-04-22T08:38:05","guid":{"rendered":"https:\/\/www.elixirr.com\/en-us\/?post_type=case_study&#038;p=64491"},"modified":"2026-04-22T09:19:11","modified_gmt":"2026-04-22T09:19:11","slug":"european-industrial-packaging-converter-pricing-excellence","status":"publish","type":"case_study","link":"https:\/\/www.elixirr.com\/en-us\/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 data-start=\"65\" data-end=\"871\">Our client, a European industrial packaging converter serving a broad mix of end markets, applications, and customer segments, faced sustained margin pressure despite relatively stable volumes. Pricing inconsistency, hidden cost leakage, and under-recovery of key cost components across a highly complex portfolio of tens of thousands of SKUs reduced transparency into price and margin performance and created substantial unintended price variance. To address this, we developed a data-driven pricing playbook to identify and prioritize value capture opportunities. The program defined initiatives that together generated more than $30M of EBITDA improvement, while also strengthening pricing governance, improving commercial transparency, and establishing a repeatable process to sustain expanded margins.<\/p>\n<ul>\n<li data-start=\"873\" data-end=\"1092\">Outcome 1: Developed a data-driven pricing playbook to identify and prioritize value capture opportunities across a highly complex portfolio, improving visibility into pricing inconsistency and hidden margin leakage<\/li>\n<li data-start=\"1094\" data-end=\"1302\">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<\/li>\n<li data-start=\"1304\" data-end=\"1511\">Outcome 3: Strengthened pricing governance and commercial transparency, establishing a repeatable pricing process that reduced future leakage risk and enabled the organization to sustain expanded margins<\/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 data-start=\"1532\" data-end=\"2216\">Margin leakage was reinforced by a persistent gap between standard and actual realized costs. Freight, raw material, and service cost assumptions were inconsistently reflected in quotes and customer pricing, leading to systematic under-recovery. Unintended price variance was largely driven by the structural complexity of our client\u2019s business. Tens of thousands of SKUs, spanning multiple specifications and applications, limited the organization\u2019s ability to perform meaningful like-for-like comparisons across customers and products. A robust segmentation framework was required to consolidate SKUs into comparable product groups and enable true \u201capples-to-apples\u201d price analysis.<\/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>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 materials, and service cost variances. Product segmentation consolidated around 25,000 SKUs into comparable groups, enabling robust like-for-like comparisons. Price variance analysis then identified customers receiving prices below expected levels for comparable products and buying profiles. Building on this, we introduced a proprietary leverage metric (the \u201cCourage Meter\u201d) to assess repricing potential based on factors such as relationship strength, order complexity, and customer scale. These insights informed prioritized customer actions, pricing guardrails, and governance mechanisms to capture margin improvement.<\/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>The program outlined initiatives generating more than $30M of EBITDA improvement opportunity. Further, pricing governance and transparency improved materially, reducing future leakage risk. Following implementation, the organization established a repeatable pricing capability, strengthening commercial discipline and enabling our client to sustain expanded margins.<\/p>\n                <\/div>\n                    <\/div>\n                    <\/div>            <\/div>\n<\/section>\n\n\n    <section\n        class=\"wp-block-cards edwp-block layout--spacing-y bg--none wp-block-cards--columns-3  wp-block-cards--resources wp-block-cards--case_study\"\n        >\n        <div class=\"container wp-block-cards__container\">\n            <div class=\"edwp-component edwp-fade-in wp-block-cards__content\">\n            <h2 class=\"wp-component-heading wp-component-content__title text--h1\">\n    You may also like<\/h2>                        <\/div>                                        <div class=\"wp-block-cards__cards edwp-row-load\">\n                    <article class=\"wp-component-card edwp-component wp-component-card--content wp-component-card--case_study 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                                                                                                              <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                        <\/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 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<\/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 id=\"Lg\">\n<path id=\"Vector\" d=\"M1.12509 9.50162H15.8648L9.43259 3.06941C9.374 3.0113 9.3275 2.94216 9.29576 2.86599C9.26403 2.78981 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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                Brand Strategy            <\/p>\n                <a href='https:\/\/www.elixirr.com\/en-us\/case-studies\/understanding-the-modern-bourbon-drinker\/' class='wp-component-card__title'>\n            <h2>\n                Understanding the modern bourbon drinker\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                Brand Strategy            <\/div>\n                <\/div>\n                        <\/div>\n                             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10.4433 17.8737 10.5124 17.8151 10.5705L10.314 18.0717C10.1975 18.1871 10.0404 18.2522 9.87641 18.2529C9.79414 18.2534 9.71259 18.2376 9.63643 18.2065C9.56027 18.1754 9.491 18.1296 9.43259 18.0717C9.374 18.0135 9.3275 17.9444 9.29576 17.8682C9.26403 17.7921 9.24769 17.7104 9.24769 17.6278C9.24769 17.5453 9.26403 17.4636 9.29576 17.3874C9.3275 17.3113 9.374 17.2421 9.43259 17.184L15.8711 10.7518H1.12509C0.959309 10.7518 0.800312 10.686 0.683084 10.5687C0.565857 10.4515 0.5 10.2925 0.5 10.1267C0.5 9.96093 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                <\/div>\n                                            <\/div>\n    <\/section>\n\n\n<section\n    class=\"wp-block-form-block edwp-block layout--spacing-y bg--none wp-block-form-block--content\"\n  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cardboard boxes on a conveyor system in a manufacturing facility.\" decoding=\"async\" srcset=\"https:\/\/www.elixirr.com\/en-us\/wp-content\/uploads\/sites\/2\/2026\/04\/e560630b-d0ca-4ba5-ad90-9c993653a872.jpeg 2400w, https:\/\/www.elixirr.com\/en-us\/wp-content\/uploads\/sites\/2\/2026\/04\/e560630b-d0ca-4ba5-ad90-9c993653a872-300x180.jpeg 300w, https:\/\/www.elixirr.com\/en-us\/wp-content\/uploads\/sites\/2\/2026\/04\/e560630b-d0ca-4ba5-ad90-9c993653a872-1024x614.jpeg 1024w, https:\/\/www.elixirr.com\/en-us\/wp-content\/uploads\/sites\/2\/2026\/04\/e560630b-d0ca-4ba5-ad90-9c993653a872-768x461.jpeg 768w, https:\/\/www.elixirr.com\/en-us\/wp-content\/uploads\/sites\/2\/2026\/04\/e560630b-d0ca-4ba5-ad90-9c993653a872-1536x922.jpeg 1536w, https:\/\/www.elixirr.com\/en-us\/wp-content\/uploads\/sites\/2\/2026\/04\/e560630b-d0ca-4ba5-ad90-9c993653a872-2048x1229.jpeg 2048w, https:\/\/www.elixirr.com\/en-us\/wp-content\/uploads\/sites\/2\/2026\/04\/e560630b-d0ca-4ba5-ad90-9c993653a872-87x52.jpeg 87w, https:\/\/www.elixirr.com\/en-us\/wp-content\/uploads\/sites\/2\/2026\/04\/e560630b-d0ca-4ba5-ad90-9c993653a872-319x191.jpeg 319w, https:\/\/www.elixirr.com\/en-us\/wp-content\/uploads\/sites\/2\/2026\/04\/e560630b-d0ca-4ba5-ad90-9c993653a872-479x287.jpeg 479w, https:\/\/www.elixirr.com\/en-us\/wp-content\/uploads\/sites\/2\/2026\/04\/e560630b-d0ca-4ba5-ad90-9c993653a872-567x340.jpeg 567w, https:\/\/www.elixirr.com\/en-us\/wp-content\/uploads\/sites\/2\/2026\/04\/e560630b-d0ca-4ba5-ad90-9c993653a872-767x460.jpeg 767w, https:\/\/www.elixirr.com\/en-us\/wp-content\/uploads\/sites\/2\/2026\/04\/e560630b-d0ca-4ba5-ad90-9c993653a872-1023x614.jpeg 1023w, https:\/\/www.elixirr.com\/en-us\/wp-content\/uploads\/sites\/2\/2026\/04\/e560630b-d0ca-4ba5-ad90-9c993653a872-1278x767.jpeg 1278w, https:\/\/www.elixirr.com\/en-us\/wp-content\/uploads\/sites\/2\/2026\/04\/e560630b-d0ca-4ba5-ad90-9c993653a872-1378x827.jpeg 1378w, https:\/\/www.elixirr.com\/en-us\/wp-content\/uploads\/sites\/2\/2026\/04\/e560630b-d0ca-4ba5-ad90-9c993653a872-1640x984.jpeg 1640w\" sizes=\"(max-width: 2400px) 100vw, 2400px\" \/>            <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                Sourcing &amp; Commercial Office            <\/p>\n                <a href='https:\/\/www.elixirr.com\/en-us\/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                                            <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  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9.43259 2.18177C9.54971 2.06535 9.70814 2 9.87328 2C10.0384 2 10.1969 2.06535 10.314 2.18177L17.8151 9.6829C17.8737 9.74101 17.9202 9.81014 17.9519 9.88632C17.9837 9.96249 18 10.0442 18 10.1267C18 10.2092 17.9837 10.2909 17.9519 10.3671C17.9202 10.4433 17.8737 10.5124 17.8151 10.5705L10.314 18.0717C10.1975 18.1871 10.0404 18.2522 9.87641 18.2529C9.79414 18.2534 9.71259 18.2376 9.63643 18.2065C9.56027 18.1754 9.491 18.1296 9.43259 18.0717C9.374 18.0135 9.3275 17.9444 9.29576 17.8682C9.26403 17.7921 9.24769 17.7104 9.24769 17.6278C9.24769 17.5453 9.26403 17.4636 9.29576 17.3874C9.3275 17.3113 9.374 17.2421 9.43259 17.184L15.8711 10.7518H1.12509C0.959309 10.7518 0.800312 10.686 0.683084 10.5687C0.565857 10.4515 0.5 10.2925 0.5 10.1267C0.5 9.96093 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                                  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