Case Study: DeLaval achieves increased customer satisfaction through value-based pricing with Vendavo

DeLaval increases their customer satisfaction through value-based pricing

DeLaval, a global supplier of dairy production and animal husbandry solutions operating in more than 100 markets, faced inconsistent, centrally dictated cost-plus pricing that drained resources, triggered cross‑border pricing disparities, and risked eroding customer trust. Pricing approvals were slow and granular market differences were neglected, causing the same product to be positioned very differently across regions and preventing the company from capturing full value.

Working with Vendavo, DeLaval shifted to a value‑based pricing strategy supported by training, cross‑functional teams, and a structured categorization of spare parts, accessories, and products. Using Vendavo Pricepoint to manage global and local prices, the company achieved competitor-aligned, easy-to-explain pricing, stronger customer relationships, better governance and internal efficiency—and ultimately higher customer satisfaction and improved profitability.

DeLaval