Training · 04
All programmesPricing, Margin and Commercial Performance in Sales
Manage price, margin and sales in one equation.
- Duration
- 2 daysalso as 1 day or 4 half days
- Participants
- Sized to your teamwe agree the group size together
- Method
- Interactive workshopcase work, Excel calculations, group work
- Trainers
PARTNER CONSULTANTHakan ArıSales · Marketing · OperationsTwenty-six years at three international companies, rising from sales to general manager.
- 26 years
- in sales, marketing and general management
- 3
- international companies
CompaniesDS Smith · SCA · Mondi
ExpertiseSales leadership · General management · Operations · Planning · Forecasting
PARTNER CONSULTANTCem ÖzkanFinance · Business Control · Supply ChainThirty years at four companies, leading finance, audit and supply chain.
- 30 years
- in finance, audit and supply chain
- 4
- companies
CompaniesParticipation Banks · Yıldız Holding · Mondi
ExpertiseCash management · Profitability · Investment decisions · Supply chain · Business control
Builds a shared commercial equation where sales wants volume, finance wants margin and management wants both. Participants work through the leakage from list price to pocket price, the volume a discount must earn back, customer and product profitability, and how a sales result splits into price, volume and mix effects. Over two days they work on the commercial decisions of a fictional water treatment company.
After the programme, participants
- 01
Calculates, at the table and in five minutes, the effect of a price, discount or promotion offer on contribution margin and operating profit.
- 02
Draws the waterfall from list price to pocket price for their own product and names the largest leak.
- 03
Answers a discount request with “how many more units do we need to sell?”; compares the options for passing a cost increase on to price with figures.
- 04
Reads customer and product profitability together with cost-to-serve; prepares a negotiation option for a loss-making customer.
- 05
Splits the sales result into price, volume, mix and cost effects and runs the monthly commercial meeting with this bridge.
- 06
Redesigns the discount authority matrix and the sales indicator (KPI) set so that they protect margin.
The two days
Day 1
- The commercial equation: volume, price, cost and margin
- The real price: from list price to pocket price
- The volume a discount must earn back, and pricing changes
- Setting prices and managing price increases
Day 2
- Customer and product profitability, with cost-to-serve
- Sales performance: the price-volume-mix bridge and sales indicators
- Pricing governance and the commercial performance rhythm