Coca-Cola Amatil in Australia was a $5 billion business with tens of thousands of customers, hundreds of price lists and a pricing process that ran mostly in spreadsheets. The risk was not just inefficiency. It was that the people setting prices could not see the whole picture, and the business was leaving money and trust on the table.

Adam built the tools that replaced that spreadsheet culture with a single, governed pricing platform. The work was technical, commercial and operational at the same time.

What was broken

Pricing decisions had outgrown the tools

Contract pricing, promotional pricing and credits were handled in separate systems and spreadsheets. There was no single source of truth for what a customer should pay, no standardised way to model a deal, and no early warning when a credit request was out of pattern. Sales teams worked around the system; finance cleaned up afterwards.

What was built

Four tools that changed how the business priced

One CCA Pricing Guidance Tool. A central tool that guided sales and pricing teams to the right price for each customer and channel, worth about $2.5M a year. It won the CCA Innov8 award in 2013.

Contract pricing tool. A structured contract builder that modelled terms, volume and price, worth about $1M a year plus $300K in FTE savings.

$10M credits diagnostic. A forensic review of credit patterns that identified and recovered roughly $10M in unjustified or preventable credits.

Pricing platform. A central platform serving 20,000 customers with governed pricing, replacing the fragmented spreadsheet estate.

What it produced

Pricing became an operating system, not an art

The tools changed behaviour. Deals were modelled before they were signed. Credit requests were checked against pattern. Sales had confidence in the price they were quoting, and finance spent less time reconciling what should have been known. The annualised value ran into the millions, but the bigger gain was that pricing became repeatable.

A $5 billion business does not move on a spreadsheet. It moves when the people who set prices have a tool they trust.

From salaried role to diagnostic

The same method, now available as an engagement

Delivered by Adam in a salaried operating role before Ajility was founded, not as an Ajility engagement. The same approach is now available through the Operating Diagnostic: a structured review of pricing, margin and unit economics that shows where the money is being left on the table.