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.

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