Prices and discounts have a direct impact on the company’s results and are important criteria for customers’ purchasing decisions. With methods, processes and tools, Celver can provide support from the definition of the list price to cash discounts, bonuses, reimbursements and net-net Decisions on pricing such as discount structures should not be made from the “gut” as much as from one be a well-structured process. This is based not only on the internal cost structures and margins, but above all on the competitiveness of the products in the various markets and segments. Simulate the effects of your decisions based on past and budget figures and thus actively control your sales organization.
Discounts, bonuses, graduated discounts, special discounts, discounts in kind … in B2B business there are often no limits to creativity. Flexible discount structures are important tools for sales. But are the effects on the result always transparent? Are there enough provisions for the annual reimbursement? With defined workflows, various discounts can be applied for at various levels of the article and customer structure, and the results can be simulated and approved. With analysis, planning, process control and “what-if” simulation in an orchestrated, integrated solution, discount management becomes easier and better!
Setting the right price is a strategic success factor. Is the price calculated as a surcharge or are competitor prices systematically collected and taken into account? Are prices defined globally or is price segmentation carried out depending on the customer and article cluster, for example with surcharges and discounts? Clustering methods can make a valuable contribution here in order not to get lost in the details. The definition of the base price and leading article can also be an important simplification in the pricing process. Via the leading article, for example, prices are passed on to the followers according to defined rules (packaging size, variants, etc.). Important plausibility checks can be stored, such as checking price bands or violation of the target margin.