Price waterfall
List price down to the pocket price actually collected, by customer, product and rep, showing every discount, rebate and giveaway.
Pricing strategy & discount control
Set prices on value and stop giving margin away in discounts.
Pricing work that usually pays for itself fastest: finding where discounts, rebates, freight and exceptions leak margin, setting price levels and packages around what customers value, and running price increases so they stick.
WHEN COMPANIES CALL US
You may need this if…
- Prices haven't moved in line with costs, and the team is nervous about raising them.
- Discounts vary wildly between similar customers, and the largest discounts don't go to the largest accounts.
- Freight, rush orders or small orders are given away free.
- Sales can approve almost any price to close a deal.
- Competitors are winning on price, but you don't know whether it's on every deal or just some.
WHAT YOU GET
Outputs your team keeps and uses.
Price levels and packages
Prices and tiers set by segment and value, with good-better-best packages where they fit.
Discount guardrails
Approval rules and floors that protect margin without slowing sales.
Price increase plan
Which customers and products move, by how much, when, with talking points and objection handling.
Price tracking
A monthly report of price realization, discount levels and exceptions.
HOW IT WORKS
The work, step by step.
- 1Weeks 1–3
Diagnose
Build the price waterfall from invoice data and interview sales and customers about how price is set.
- 2Weeks 3–6
Design
Set price levels, packages and guardrails; model the volume and margin effect of each change.
- 3Weeks 6–10
Roll out
Train the sales team, launch the increase and guardrails, and track realization weekly.
QUESTIONS THIS ANSWERS
- Where is margin leaking between list price and the cash we collect?
- How much volume could we lose before a price increase stops paying off?
- Which customers and products have room to move, and which don't?
- Who should be allowed to approve which discounts?
HOW WE MEASURE IT
- Price realization
- Average discount and its spread
- Gross margin
- Win rate by segment
RUN THE NUMBERS FIRST
Free calculators for this decision.
Each one runs in your browser with your own numbers. Nothing is sent to us unless you choose to share it.CLIENT EXPERIENCE
What clients say about our growth & commercial excellence work.
We can’t say anything except they are incredible. They helped prove the valuation, the market, and craft the story for multiple presentation – both direct for sales decks and investors.
Dr. Mona HovaiziFounder & CEO, Gaux / Health Career CertsJustin at Aryo Consulting provided invaluable guidance for Mosspark Media’s startup journey. Expert advice and actionable strategies. Highly recommend!
WHERE THIS COMES UP MOST
Industries where this work matters.
COMMON QUESTIONS
Before you get in touch.
Some might. The work models how much volume you can afford to lose and targets increases where value and switching costs support them, so the net effect is measured before anything goes out.
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