Business Driver
Pricing Optimisation
🔴 NEEDS ATTENTION
+$650K
Estimated Opportunity
Why It Matters
Discounting is usually a series of small, individually reasonable decisions that compound into a material margin problem no one deliberately decided to create.
Current Position
- Custom Fabrication discount has risen from 7.0% to 11.8% since May.
- 8 of 15 discounts in the approval register breached the authority table.
- Three clients received near-identical deals with very different discount treatment.
How To Improve This
1
Introduce a discount approval threshold above which sign-off is required.
2
Review discounting by product line and client segment to find where it concentrates.
3
Set clear pricing guardrails leadership can point to when a deal is negotiated.
Expected Impact
Tighter discount governance protects the margin already being earned.