Free Engineering Workbench calculator
Discount and price realisation
Walk from list price to pocket price and see how much is given away.
Sales & customer successHow it's worked out
- Realisation = pocket revenue ÷ list revenue. Pocket = list − on-invoice − off-invoice − terms
- All deductions for the same deals and period
NoteOff-invoice items are often invisible to sales. A 1% gain in realisation usually beats a 1% gain in volume.
Source: Marn and Rosiello, Managing Price, Gaining Profit (HBR, pocket price waterfall)
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