Case Study. Price Monitoring as a Client Acquisition Strategy

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The client is a powerhouse in Ukraine’s HVAC market, boasting over 10 years of dominance as a leading importer. Through a robust network of regional dealers, their premium equipment is available in more than 600 top-tier online stores nationwide.

The brand’s ultimate strength lies in its community of certified installers. These elite professionals undergo rigorous training to deliver turnkey solutions—from expert equipment selection to comprehensive project estimation. Since 2018, the company has been fueling its market growth through a strategic partnership with Price Control.

PROBLEMS

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Price Dumping in Online Stores

Problem #1:

Installers refuse to cooperate with the Client’s company.

Installers, guided by the Minimal Advertising Price (MAP) for the equipment, include it at these prices in their project estimates. However, the end customer checks the equipment price online, finds an online store with significantly lower (dumped) prices, accuses the installer of inflating project costs, and questions the entire budget.
As a result, the installer loses earnings and stops working with the company’s products.

Problem #2:

Decline in Sales Due to Price Price Dumping in the E-commerce Market

Dealers fail to meet sales targets, blaming their peers for supplying equipment to online stores that engage in price Price Dumping.

After assessing the client’s challenges and objectives, we proposed a comprehensive solution.

SOLUTION

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Price Monitoring for Daily Online Market Analysis

  • To assess the Client’s market scope, we conducted an evaluation of the brand’s online presence. At the beginning of the partnership, over 400 online stores selling the company’s brand were identified. By 2024, this number had increased by 1.5 times. The store list is updated regularly, and a price aggregator is used for the prompt detection of new players.

    The next step we proposed was systematic monitoring of online stores to track prices. The Client provided Price Control with a list of products to be monitored across all identified online stores. After matching and configuring the system, daily price monitoring was launched.

    Results:
    A comprehensive picture of price Price Dumping in the market was revealed. 90% (360) of the online stores were selling the Client’s products at reduced prices. Price Control was tasked with bringing order to the online market and eliminating price Price Dumping.

    Implemented Actions:

    1. Policy Development to Address Dishonest Sellers and Dealers
      • A specific “Anti-Price Dumping” service was activated.
      • Online stores engaged in Price Dumping were added to a “separate list”.
      • Dealers supplying products to stores on this list lost a percentage of their quarterly bonus.
    2. Communication and Enforcement
      • Electronic addresses for all online stores and dealers were collected.
      • “Rules of the Game” were sent to all market participants.
      • Weekly test purchases were conducted in stores violating Minimal Advertising Prices (MAP).
    3. Market Transparency
      • Every identified violation was communicated to all market participants.
      • Repeated violations by dealers resulted in a review of the termination of cooperation.
    4. Targeted Enforcement Measures
      • A list of online stores that regularly violated the sales policy, including Ukrainian marketplaces, was compiled.
      • To eliminate violations in these stores, the “Intellectual Property Rights Protection in the Online Space” service was activated.

RESULT

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Price Dumping Reduced by 7.5 Times

  • One year after the implementation of daily price scraping, fewer than 50 online stores continued to engage in price Price Dumping.

    At the start of the project, on the hotline.ua platform, out of 60-70 offers for each product, more than 10 featured dumped prices. After a year, price monitoring showed zero violations for top product positions and only 2-3 violations for less popular ones.

    Key Outcomes:

    • Price Dumping decreased by an average of 7.5 times.
    • Dealers successfully met their sales targets.
    • Installers found it profitable to work with the company’s products.

    Ongoing Collaboration:
    Despite the significant achievements, the Client continues to collaborate with Price Control in 2026 to maintain market order. The unstable economic situation requires the Client to regularly review the Minimal Advertising Prices (MAP) for their products. Price increases immediately impact online store prices, so daily price monitoring remains active.

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