Price and margin realisation diagnosticentry engagement
- Price list, invoice prices and volumes lined up at the lowest available level
- Margin leakage by product group, channel and customer
- How much of recent increases actually reached the result
- An answer to whether the problem is in the price list, in discounts or in the sales mix — and whether to go further
→Output: A model reconciled to the books, a margin leakage map and a board recommendation
Price list architecture
- Price gaps between lines and tiers of the offer
- Product overlap and cannibalisation
- Position of premium products and add-ons
→Output: Rules for the price list structure
Position versus competitors
- Price comparison with main competitors in key segments
- Price corridors the company can move within
→Output: Recommended positioning per category
Discount policy
- How discounts react to list price increases
- Structure of discount thresholds and exception decisions
- Rules for the period of introducing new prices
- Rules designed to pass legal review — together with the client’s counsel
→Output: Discount rules consistent with the pricing strategy
Promotion ROI and management
- Post-event evaluation: uplift, cannibalisation, post-promotion dip, cost to margin
- Which mechanics and which products earn, and which only shift sales in time
- Planning rules and promotion calendar; who approves and on what basis
- A tool for planning and settling promotions (Excel or Power BI), implemented at the client and run by its team
→Output: A list of promotions to stop, planning rules and a settlement tool
Trade terms and negotiation preparation
- Review of contracts with customers and suppliers: retro discounts, bonuses, fees, payment terms
- Profitability per customer and per contract after all terms, not just price
- A numbers pack for annual negotiations: cost to serve, concession limits, scenarios
- Experience on both sides of the table — as seller in FMCG and as buyer in retail
→Output: A trade terms map and material for negotiations
Decision scenarios
- Increase scenarios per category — conservative, balanced, growth
- Impact on margin, volume and sales mix
- Short- and long-term effect
→Output: Scenarios with clearly named trade-offs
Implementation and control
- Who may grant which discount
- Monthly price realisation review
- Incentives that reflect price realisation, not only volume
→Output: Rules, accountabilities and a review rhythm that sustain the effect