Four shapes of the same deal, priced off the lines as they stand. Putting one on the table changes what the approver is asked about, because the approval is fingerprinted against the priced inputs.
No commitment. The customer takes the prices on the quote as they stand.
The position on the quote today, with no commitment asked for and none given.
The customer commits to 15% more volume across the year in exchange for a further 4% off.
Giving 4% more away costs margin on every line, and taking 15% more volume with a 1.5% better buying position wins some of it back. The annualised figure is what makes a 12 month deal comparable with a 12 month one.
A 24 month price hold in exchange for 6% off and single-supplier status.
Giving 6% more away costs margin on every line, and taking 8% more volume with a 2.8% better buying position wins some of it back. The annualised figure is what makes a 24 month deal comparable with a 12 month one.
The customer moves the chemical lines to the NTRL Eco range at list, which carries a better buying deal.
Giving 1% more away costs margin on every line, and taking 0% more volume with a 4.5% better buying position wins some of it back. The annualised figure is what makes a 12 month deal comparable with a 12 month one.
One price per line, and one place to change it. The standard price, the cost you are selling against, the market median and the price authority the line claims are all already known, so they are shown here rather than asked for.
This quote is under floor on 1 line and worth £3,198, so it needs Management to release it before anyone can accept it.