As part of Beam Suntory’s tailored Finance & Strategy workshops, employees gained practical tools to improve commercial acumen — and the impact was immediate.
During one workshop, an Account Executive realized they were lowering prices more than necessary in the simulation. That got them thinking: Was this happening in the real world too?
Back at their office, the Account Executive reviewed their pricing strategy and discovered they could reduce discounts by $700,000 per year — without affecting sales volume.
The change was significant:
- The extra revenue, having no additional costs, went straight to the bottom line.
- And the impact will continue for years to come. Over the first three years, that’s an additional $2.1 million in profit
What Happened Here?
Insight: The Account Executive connected pricing decisions to profitability during the workshop.
Action: They reduced unnecessary discounts, increasing revenue without losing sales.
Result:
- $700K in additional annual revenue. That's $2.1M in extra profit over three years.
- A better business decision with long-term impact.
→ Increased Profit is a Better Business Result! Income|Outcome is a profitable investment (it more than pays for itself!).
The Program
This was a 2-day Finance & Strategy program, tailored to include some dynamics specific to the beverage industry. Over a 2-year period, the program was rolled out to over 500 people in the Americas and Europe. We partnered with Percept Research to conduct pre- and post-workshop surveys measuring the impact. Six weeks after the workshop, participants reported significant improvements in their business acumen, with noticeable gains in decision-making, alignment with company goals, and understanding of financial health.
Today Beam Suntory continues to build commercial acumen using the Income|Outcome business simulation.
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