Demand-sensitive pricing across 12 categories.
We augmented an intent-based pricing process with a model that adjusts to current and potential demand alongside category elasticity — recovering margin that flat pricing was leaving on the table.
Numbers we agreed to move.
The challenge
Prices were set by category captains using a mix of cost-plus and historical intent. The result was systematic under-pricing on demand-elastic SKUs and over-pricing on inelastic ones — a margin-shaped hole nobody could see from any single dashboard.
What we did
Two-week discovery to map the pricing workflow end-to-end. We scoped the metric (margin leakage on promotional SKUs) and built a category-elasticity model that produced recommendations inside the existing pricing tool, not alongside it.
Where it landed
The model now feeds recommendations into the captain's daily routine. Captains override roughly 18% of the recommendations — which is healthy. The system is instrumented so every override is a labeled training signal.
"ECALabs didn't sell us a model. They built the workflow our team already wanted, and the forecast made it possible."