Field notes

Notes from pricing insight work

Practical writing on discount ladders, list-to-net honesty, SKU families, and trade terms that belong before the chart.

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Discount Ladders That Quietly Leak Margin

Volume bands look tidy on a trade sheet. In practice, overlapping ladders and exception deals blur the corridor commercial analysts think they own.

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List Price Versus Invoice Net — Keeping Both Honest

Commercial analysts need both the published list and the invoice net. Confusing the two turns every corridor chart into an argument.

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Grouping SKU Families for Pricing Meetings

Pricing committees drown when every pack variant gets its own slide. Sensible SKU families keep the meeting on contribution, not catalogue sprawl.

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Trade Terms Belong Before the Chart

Rebates, growth bonuses, and payment terms change contribution after the invoice. Drawing margin waterfalls without the trade sheet first is theatre.