Profitably Managing Tariffs

Andy is the Director of Market Intelligence at INSIGHT2PROFIT, possessing over 16 years of experience. Andy has overseen consulting engagements across a diverse array of B2B and B2C markets, encompassing packaging, industrial equipment, building materials, industrial distribution, SaaS solutions, EdTech, and consumer durables and nondurables.

Throughout his career, Andy has led hundreds of market intelligence engagements for private equity firms, Global 500 companies, and other industry leaders, facilitating revenue and profit growth through actionable market insights. He specializes in designing complex research programs leveraging expert interviews, survey research, and secondary data sources to compile the necessary market and competitive intelligence for successful long-term strategies. His areas of expertise include voice-of-customer analysis, competitive intelligence, market size assessments, channel intelligence, and identifying customer needs.

Prior to joining INSIGHT, Andy spent 13 years at The Freedonia Group, a provider of market intelligence consulting services for strategic decision-making in B2B and industrial markets. In his last five years at Freedonia, Andy led their Custom Research division, overseeing research delivery and revenue growth. Prior roles at Freedonia included Project Manager and Senior Research Analyst, where he refined his skills in competitive intelligence, market analysis, voice-of-customer analysis, primary research, consulting, and project management.

Andy earned his M.A. in Economics from Cleveland State University and a B.A. in Economics and International Affairs from Xavier University.

Andrew is a Principal at INSIGHT2PROFIT. He has more than a decade of experience driving pricing excellence and enhancing client experiences across various sectors including manufacturing, industrial, B2B2C consumer, and distribution. He has led price transformation initiatives across more than 25 engagements contributing to over $200M in EBITDA impact through pricing transformation.

Examples of Andrew’s experience include:

• Implemented multiple quoting tools and pricing engines, achieving significant impact in the waste management service sector driving $1M of impact within the first 90 days of the pilot and $50M during the subsequent national rollout
• Execution of many value-based pricing frameworks within global industrial manufacturing resulting in over $70M of EBITDA generation over multiple years
• Reduced Pay Per Click Marketing (PPC) spend by $7M through A/B testing for a supplier of residential building materials
• Utilized competitive benchmarking through web-scraping within the ecommerce space to help drive $14.5M in margin improvement through price within the first 4 months

Andrew earned his B.S. in Accounting from The University of Akron and an A.A. in Business Administration from North Central State College.

Andy is the Senior Vice President of Transaction Services at INSIGHT2PROFIT, where he leads the Transaction Services Practice. There, he partners with private equity firms, their portfolio companies, and other transaction advisors to add significant value to the mergers & acquisition process by developing the data foundation and analytics, identifying enterprise value creation opportunities and risks, and developing the growth roadmap and strategy. With over 25 years of consulting and commercial experience, Andy is a trusted advisor to private equity firms, their portfolio companies and investment banks. He spearheaded the launch of INSIGHT’s Quality of Pricing® service offerings to support buy-side, exit planning and sell-side due diligence, and post-acquisition value creation.

Prior to joining INSIGHT, he founded and served as President of Freedonia Custom Research, a division of The Freedonia Group, providing growth consulting and market analytics to Global 1000 companies, private equity firms and investment banks across a wide range of industries. He started his career with Ernst & Young and Capgemini serving clients across industries with operational improvement and business transformation engagements and led Sales Operations for the Capgemini’s Technology Consulting group as part of The Leadership Development Program.

Andy earned his MBA at Case Western Reserve University, Weatherhead School of Management and completed his B.A. degree in History from Hamilton College.

Andy is a Principal at INSIGHT2PROFIT bringing over 20 years of strategy consulting experience, specializing in pricing, analytics, strategy and operations. He has led numerous B2C pricing and commercial strategy engagements at INSIGHT and has deep retail experience as an operator.

​Prior to joining INSIGHT, Andy spent 10 years at Ace Hardware, where he held multiple leadership positions encompassing all aspects of cost/price management and analytics to support the merchandising organization. Prior to joining Ace Hardware, Andy spent 10 years in Accenture’s retail practice focusing on pricing and promotion strategy and operations.

Examples of Andy’s experience include:

• Built a team of 16 analytical professionals focused on managing wholesale and retail profitability through analytics and cost/retail management
• Led a complete redesign of cost change management process, technology and reporting, leading to greater efficiency, accuracy and visibility
• Effectively navigated an entire organization through tariffs, pandemic-related pricing and supply challenges, and historic rates of inflation, all while growing profitability and maintaining competitiveness
• Led a team of more than 35 professionals focused on improving productivity of retail model through store planning, space and assortment planning, retail pricing, power aisle, store environment and GNFR

Andy earned his B.S. in Chemical Engineering from the University of Illinois at Urbana-Champaign.

Mike is a Vice President of Private Equity at INSIGHT2PROFIT, where he has over 15 years of pricing experience across multiple industries and within the consulting field. He specializes in B2B pricing strategy & implementation for distribution, manufacturing, and service providers. Mike has led more than 3 dozen engagements at INSIGHT, excelling in identifying profitability improvement opportunities and offering pragmatic solutions to change management to ensure tangible financial benefits are achieved.

Prior to joining INSIGHT, Mike managed a pricing team at GOJO Industries, focusing on establishing market-based pricing for its PURELL line and heavy-duty cleaning products. During this period, Mike lead the launch of the pricing function within Salesforce.com, along with additional data & systems integrations within the pricing domain.

Examples of Mike’s pricing experiences include:

• Drove over $100M in price improvement for a national sanitation services provider through the launch of an optimized pricing engine, differentiated price increases, and enhanced leakage management
• Led a $20M margin improvement initiative for a primary supplier of packaging solutions by identifying and correcting profitability outliers, implementing a process for strategically addressing cost increase events, and launching price management tools to support optimization of freight recovery and surcharge capture
• Delivered over $20M in margin improvement for a leader in lubricant sales & distribution services through the establishment of a value-based pricing strategy, development of integrated pricing tools, and robust change management program

Mike earned his MBA in Finance and a B.A. in International Business from the University of Akron, College of Business. He has also studied at the Rennes International School of Business in France.

Stewart is a Senior Manager on the Transaction Services team at INSIGHT2PROFIT, leveraging over 6 years of experience in consulting and price management. He specializes in providing buy and sell-side diligence services to the firm’s private equity clients within the Transaction Advisory Group.

Prior to joining INSIGHT, Stewart served as an Associate Manager for NielsenIQ’s BAES team and held positions at FritoLay, PepsiCo. His responsibilities included strategy, implementation, technology development, and continuous improvement initiatives in OEM Manufacturing, Packaging Manufacturing, Distribution, and Consumer Products and Services sectors.

Examples of Stewart’s experience include:

• Provided buy-side diligence support for a Consumer Products Manufacturer, identifying pricing opportunity across DTC and Retail channels
• Offered sell-side diligence support for a B2B Distributor, highlighting history of price realization, current pricing strategy, and forward-looking pricing roadmap
• Facilitated the price optimization and systems implementation for a Packaging Materials Manufacturer, assisting in aligning pricing strategy across business units post-merger and integrating pricing tools into the existing sales process to maximize profitability

Stewart earned a B.S. in Business Administration with minors in Business Analytics and Spanish from Miami University.

Terry is the Chief Commercial Officer at INSIGHT2PROFIT. With over 20 years of entrepreneurial leadership experience, he collaborates with senior executives to implement commercial strategies that drive significant profit improvements.

At INSIGHT, Terry spearheads the development and execution of growth strategies while overseeing crucial functions, including transaction services, business development, sales, and marketing. Since joining the company in 2011, he has held several key leadership roles, including Chief Growth Officer and Managing Director of Advisory Services. Terry has been instrumental in leading pricing and profit improvement engagements for numerous companies and played a pivotal role in shaping INSIGHT’s approach to continuous value creation for its clients.

Terry is deeply passionate about enhancing business operations, fostering team and individual development, and contributing to work that makes a meaningful difference.

Prior to joining INSIGHT, Terry held senior leadership positions at AkzoNobel, a Fortune 500 building materials company, where he demonstrated a consistent track record of leading cross-functional teams in driving profitability improvements.

Terry earned his MBA from Cleveland State University and his B.S. in Business Administration from The Ohio State University, Fisher College of Business.