Industry: Distribution and wholesale

Discount governance at a distributor

Discounts were set locally without shared boundaries, making the outcome hard to steer.

Starting point

Sales reps had wide freedom to set discounts, but nobody knew where the profitable limit was. Follow-up happened after the fact and only at an aggregate level.

What we did

We analysed discounting by rep, customer segment and product group, and produced bands and mandate levels that could be introduced without slowing the business down.

Outcome

Discount bands with matching follow-up metrics and a short decision base ahead of every larger quote.