Mapei
With Flintfox by Enable for AX, Mapei can easily upgrade their Dynamics AX ERP and benefit from a future-proof, repeatable solution for all their subsidiaries around the world.
The Company
Founded in 1937, Mapei has grown from a small, family-owned Italian business into the global leader in building adhesives and chemical products. Today, the group operates 102 subsidiaries with 90 production facilities across more than 36 countries and five continents. Still family-owned, Mapei remains driven by the same entrepreneurial spirit and innovation that fueled its early success.
Every day, the company ships nearly 28,000 tonnes of products from 90 plants worldwide. With a catalog of 7,000 items, each with up to five transactional attributes, pricing is inherently complex. Factor in customer profiles, regional sales channels, and freight costs that vary by weight, size, and geography, and the result is that almost every customer ends up with a unique final price.
“At Mapei, complexity is the rule rather than the exception. From freight to rebates, every transaction is unique. We needed a solution that could keep up with that complexity without forcing us into endless custom development,” says Pietro Guida, Director of Global Information Technology Services, Mapei.
The Challenges
For decades, Mapei relied on proprietary systems heavily customized to manage its intricate pricing and rebate structures. While this gave flexibility, it also created fragility. Every adjustment required bespoke coding, slowing down innovation and making it impossible to scale efficiently.
By 2012, Mapei was ready for a modern ERP. The company began migrating to Microsoft Dynamics AX but quickly found AX alone could not replicate Mapei’s sophisticated pricing logic.
“We had systems that could handle today’s problems, but not tomorrows. Every change meant expensive, time-consuming customizations, and that slowed down our ability to grow”, says Pietro.
Complicating matters further, Mapei’s structure resembled “a group of 100 small, medium, and large companies,” each with unique needs. Global trade promotions added another layer of difficulty with off-invoice deductions, accrued promotions, and highly localized rules.
To evaluate vendors, Mapei even created its own “Ten Commandments” of pricing — a set of non-negotiable rules that any solution would need to handle.
Pietro explains, “We told Flintfox by Enable: if you can pass these Ten Commandments, we’ll talk to you.
Finding a Partner in Flintfox by Enable
After evaluating multiple options, Mapei selected Flintfox by Enable for AX as the only platform capable of handling its unique requirements without rewriting the rules of its accounting structure.
Flintfox by Enable demonstrated it could support Mapei’s demanding pricing structures, even when that meant thinking differently. For example, Mapei’s promotions might reward customers not just for purchasing certain products, but also for combining them in specific ways, or for filling an entire truckload to optimize shipping efficiency.
“One of our special deals was simple in theory: fill the truck and you get better discounts. But in practice, with small trucks delivering to towns with tiny roads, it was very difficult to model. Flintfox by Enable gave us the flexibility to make those rules work.” – Pietro Guida
This flexibility was essential. Where other vendors offered fixed “turnkey” systems, Flintfox by Enable provided an “engine” Mapei could configure to fit its business.
Pietra says, “The concept of Flintfox by Enable is powerful: you’re not buying a turnkey solution, you’re buying an engine that lets you build your own pricing and promotion models. That flexibility is what made it possible for us to succeed.”
Implementation: From AX 2012 to Dynamics 365
Mapei first rolled out Flintfox by Enable with Dynamics AX 2012 across 30 companies. Later, when Microsoft urged a move to Dynamics 365, Enable again proved critical in translating Mapei’s complex pricing into the new system.
The “Ten Commandments” became reality. With Flintfox by Enable, Mapei implemented multiple pricing models across different subsidiaries — from domestic and export price models to intercompany models that prevent unintended discounts.
Pietro tells us, “In 365 we have at least three or four price models as our base. That flexibility allows us to run promotions differently in every market, while still maintaining global consistency.”
The journey wasn’t without challenges. Flintfox by Enable and Mapei worked closely, often with long workshops and early-morning calls across time zones, to make sure every rule worked in practice. Over time, many of Mapei’s unique requirements even influenced Flintfox by Enable’s core product, becoming features available to other customers.
The Results
With Flintfox by Enable for AX and now Dynamics 365, Mapei has achieved what once seemed impossible: a global, standardized pricing and rebate system that still supports its local complexities.
Key outcomes include:
- Speed and Accuracy: Automated pricing and promotions that once required heavy manual effort now run seamlessly in real time.
- Global Consistency: A repeatable, scalable solution that supports 100 subsidiaries worldwide.
- Profitability Insights: Accurate trade spend measurement, enabling smarter decisions on promotions and rebates.
- ERP Alignment: Seamless integration with Dynamics 365 ensures a future-proof path forward.
“Flintfox by Enable has become our backbone for pricing and trade spend. It allows us to operate with confidence, knowing we have both control and flexibility. More importantly, it positions us to grow without being held back by our systems.” – Pietro Guida
Looking Ahead
Mapei continues to expand rapidly, adding new companies and brands under its global umbrella. With Flintfox by Enable in place, Mapei now has the confidence that its pricing and promotions can scale in line with growth.
For Pietro, the partnership has been as much about mindset as technology:
“At Mapei, we don’t believe in saying no to new ideas. Flintfox by Enable gives us a way to take those ideas, however complex, and make them work in the system. That’s what makes it such a powerful tool for our business”.
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Calculate and deliver pricing, rebates, claims and deductions in real-time so you can protect margins and maximize revenue.
‘The Flintfox by Enable Intelligent Pricing Platform meets our needs, with a unique and tailored service that matches the size and complexity of our business.’
Akash Khurana Executive Vice President and Chief Information and Digital Officer
‘On the customer side, we can guide them toward rebate opportunities that benefit them and us. It all comes down to transparency and time, and Enable gives us more of both.’
Ashley Copeland Director Strategic Initiatives
‘With Enable, you don't have to be just a rebate analyzer; you can become a rebate strategist. You can focus on utilizing rebates to enhance your company's profitability while also helping your customers achieve greater profitability too.’
Kelley Balewick Vendor Negotiation Analyst
‘Implementing a rebate management system was essential. Previously, we just had manual files and papers, which wasn’t really a system. As our company has grown, and with the growth plans we have, something had to change. Enable is the tool that's helping make that happen.’
Amelia Kittson Executive Vice President
