Louise Roe — B2B efficiency for +40 customer segments with tailored pricing

Louise Roe, the Danish home-décor brand, had a tailored-pricing problem at a scale that breaks most platforms: +40 customer segments, each with their own pricing structures, payment terms, and catalog visibility. On most B2B platforms that level of segmentation requires either custom development or a brittle spreadsheet of pricing rules that nobody fully understands. Both options age poorly.

The team wanted the segmentation as a first-class configuration — not as a workaround, not as a custom build, not as a stack of overlapping plugins. They wanted to add the 41st segment without having to rebuild anything.

Forty-plus segments — the everyday reality of wholesale

Forty segments sounds extreme until you map it. Different distributors get different pricing. Different retailer tiers get different pricing. Different regions get different pricing. Different campaign-period customers get temporary pricing. Layered together, the legitimate segment count compounds quickly — and the operational pain compounds with it if the platform can’t model it natively.

Before Turis, every order from a customer who sat in two overlapping segments was a manual check: which price applied, which catalog they saw, which payment terms went on the invoice. The team kept it correct, but the keeping-it-correct was eating real hours each week.

Configured, not custom-built

“Forty-plus customer segments — each with their own pricing — managed without a custom build.” That’s the team’s summary and it captures the key shift. Turis models the segmentation natively: every customer belongs to one or more pricing segments, pricing applies automatically per account, and the catalog visibility is consistent with the segment’s commercial rules.

The decisive bit isn’t that it’s possible — most platforms can be bent into doing this with enough custom code. The decisive bit is that it’s configured: changes happen in the admin UI by the wholesale team, not in a code deployment by an engineering team. The 41st segment is a few minutes of setup, not a project.

Why Turis fit

Three things made the platform fit Louise Roe’s specific shape. First, the pricing model was deep enough to support overlapping segment rules without conflict. Second, the catalog visibility model meant each customer saw exactly the assortment they were eligible to order — no clutter, no awkward “contact us for pricing” gaps. Third, the configuration UI was approachable enough that the commercial team owned the rules, not engineering.

Going live

The rollout took longer than a typical Turis implementation — not because the platform was slow, but because mapping 40-plus segments correctly was real work that deserved doing carefully. The team used the migration as an opportunity to rationalise the segment structure, retire a handful that had outlived their reason, and document the rest.

By the time the platform went live, the segments were not just configured but understood — and any new segment would slot into the same model without needing a side document to explain it.

Self-serve across every segment

Every customer, regardless of segment, now logs into the same branded portal and sees their correct catalog at their correct prices. There’s no “premium customer flow” vs “standard customer flow” — there’s one storefront that adapts per account. That uniformity simplifies the internal mental model and reduces the chance of any segment falling through a cosmetic crack.

For the wholesale team, the daily reality is that pricing decisions happen at the segment level (where they belong) and the platform applies them automatically per order. The 40 segments became something they manage strategically instead of something they reconcile manually.