EG America boost fuel pricing efficiency with Kalibrate Pricing

The background

EG America’s fuel pricing division in headquartered in Westborough, Massachusetts. Headed by Manager of Retail Petroleum Pricing, Joseph Margres, the team is responsible for pricing fuel at over 1,600 fuel and convenience outlets, operating under 10 banners, across 31 states.

From 2018 to 2020 The EG Group acquired several fuel and convenience retail businesses including Cumberland Farms. While Cumberland Farms had used Kalibrate’s fuel pricing software for years with great success, many of the other acquired businesses used alternative fuel pricing software systems.

EG America needed to evaluate their disparate fuel pricing software and decide how to progress with one centralized system across their network.

“All the pricing software we looked at had some nice functionality, but Kalibrate was underpinned by great science, had cloud capabilities, and analytical insights that just weren’t available in the other systems. The success that Cumberland Farms had with Kalibrate, and the overall customer experience, was a driving factor in the decision to ultimately move all EG America sites over to Kalibrate Pricing.”

EG America’s entire network transitioned to Kalibrate’s centralized Pricing software.

“With over 1,600 sites, automation is extremely important to us. I can confidently say that our fuel pricing team spends the majority of its time in an analytical capacity — rather than just moving prices up and down. I have a great deal of faith and fidelity in the system, that our pricing decisions are being made automatically in accordance with the rules that we have put in place.

“The system provides great insight into performance. As a very visual person I can lay my pricing screen out with the metrics I need to quickly analyze prices at any location. It’s a good-looking software system and despite how comprehensive and robust it is, once your view is set up, it is simple to assess pricing and performance.”

Joseph has been impressed with the level of analytical tools available from Kalibrate Pricing and how they allow his team to generate insights across their network.

“Kalibrate gives us the ability to pinpoint where we don’t really need to pay attention, because things are working well — and where things aren’t going as expected so we can focus specifically on those sites and see if we have the wrong strategy in place. We use the analytical tools to monitor ourselves so we can always identify where something needs to change and roll out the appropriate adjustments.

 

“Pricing is exclusively within the domain of the pricing department, but we often get suggestions from field leadership on price changes. With Kalibrate I can quickly show the field team the science behind our pricing decisions, and the impact of their suggested changes on gross profit and volume. I’ve found this to be an invaluable tool when it comes to communicating our pricing strategy with other departments.”

Joseph’s fuel pricing team use a data warehouse to process data feeds from multiple sources. Utilizing Kalibrate’s API integrations allows them a two-way feed between Kalibrate and the data warehouse that enables additional analysis on Power BI dashboards.

“One of the standout benefits of Kalibrate for me is the flexibility of the tool and the helpfulness of the team — and this is particularly evident when it comes to the API integrations. There is always someone knowledgeable to help us introduce new data feeds. We’re able to test out new functionality and give honest feedback alongside people that know their stuff and genuinely want us to get the most out of the system.”

 

“The Kalibrate team’s responsiveness to our needs as customers is second to none. The overall customer experience is excellent. We often come up with new ideas and the team works with us to understand and prioritize our development requests. Kalibrate has always been great at making sure that we’re getting what we need.”