Chairman

Gabor Kapus
Pricing Director

Between a pricing decision and the margin you actually capture, value can still slip away. Discounts, rebates, commercial terms, mix or capacity - decisions that may seem small individually can have a direct impact on profitability.

Through two concrete business cases, this webinar will explore where those gaps occur and how better pricing execution can help protect - and potentially win back - that missing margin point.

Agenda

11:00 am

Introduction

Framing of the key challenge: why pricing execution is often where margin is won - or lost model

11:05 am

Pricing execution: where value is captured… or lost

Why a strong pricing strategy does not always translate into better profitability
How discounts, rebates, commercial terms and execution gaps can erode margin
Why recovering 1 margin point often starts with better visibility into what happens after the pricing decision

Real Business Case #1 - Distribution: Using Rebates to Better Match Demand and Capacity

A distribution business facing fluctuating demand against fixed operational capacity
The challenge: shifting demand without simply changing prices
How a rebate mechanism can encourage customers to move orders towards periods with available capacity
The impact on capacity utilisation, revenue and operating profit

Real Business Case #2 - Building Materials: Uncovering the True Margin After Rebates

When commercial decisions based on pre-rebate margin provide an incomplete picture of profitability
How accounting for rebates can change the profitability picture across channels and product categories
How better margin visibility can reshape mix decisions and commercial priorities
The resulting impact on margin and overall profitability

11:35 am

Q&A

11:50 am

Closing

Registration