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.