A clearly defined discounting strategy is vital to combat value leakage. Done well, discounting is an effective lever to deliver value and support brand objectives. However, discounting done badly risks cannibalisation and undermining your overall pricing strategy.
Our teams will focus on the definition of the structure and management of discounts to eliminate value leakage. We will conduct a full review including:
– current practice
– sales team behaviour
– governance framework
– measurement of impact
We will then work with your sales and commercial teams to create recommendations for your approval. Our focus then switches to ensure they are implemented through a collaborative change program.