Case Study: Profitable Discounting Strategy
Do you have a reliable and profitable discounting strategy in place?
We helped this manufacturer tackle unwarranted discounting and incentivize salespeople to discount within target recommendations.
The Challenge
Decentralized pricing authority at this electrical equipment manufacturer was the primary driver of high margin variability and a result of individual salespeople’s habitual discount levels.
The Solution
INSIGHT developed a margin-growth discounting strategy that ensured price wasn’t offset by customer discounts while incentivizing desired sales behavior.
