Problem we solve · Pricing & Value
“Rebates and exceptions are eating margin, and nobody tracks it.”
Margin leaks through rebates, deal-by-deal discounts and exceptions that nobody adds up. Transaction analysis shows the price waterfall from list to pocket price and the spread across similar customers, so you can fix the rules.
Cause 1
No price waterfall
Cause 2
Fear-driven discounting
Cause 3
Weak discount authority rules
Paraphrased and anonymized from recent conversations.
“Fear drives poor pricing behavior: reps discount preemptively to avoid blame.”
The approaches we use most often for this problem. Most clients start with one.
How we help
We quantify the value your offer creates against the customer's next-best alternative, set price positions on a value map and build the pricing logic sales can defend.
How it works →How we help
We train and coach sales teams to sell on value: quantifying it, telling the value story, handling objections and negotiating without defaulting to discounts.
How it works →Market Edge frameworks used to diagnose and fix this problem.
Agriculture · Europe
[Result]
Two years after launch, a technically excellent cereal seed treatment was missing its targets. Quantifying its value to growers reset the offer and the price.
Read the case →Articles by Market Edge consultants on mkt-edge.com.
What you actually keep after discounts, rebates and allowances.
Usually within weeks, once invoice-level data is available.
"We've been sales and rebate led for years."
Your strategy now depends on selling on value, but the sales force, pricing and segmentation were built for volume.
How we help →"We're about to launch, and the price is cost plus margin."
A new product worth tens of millions is about to be priced without a view of its value to customers.
How we help →"We're reorganizing our route to market to grow margin, not volume."
New customer tiers, channels or owners mean the sales force has to change who it calls on and what it sells.
How we help →Pricing & Value
“When markets get uncertain, we fall back on cost-plus.”
Read more →Pricing & Value
“We gave away the innovation premium.”
Read more →Pricing & Value
“Every negotiation becomes a discount conversation.”
Read more →Book a 20–30 minute sounding board conversation with a senior consultant who has sat in your seat. No cost, no commitment.