Worksheet · B2B: Business Pricing Health Check
Run three standard analyses on a calendar
It prints on A4 with room to write.
Analysis that only happens in a crisis stops when the crisis does. This sheet puts three analyses on a calendar and says what each one should catch. Run them in a spreadsheet for two quarters before you buy any tool. It builds the Competent step of the check:
Standard analyses (price bands by customer size, discount distribution, margin bridge) run on a calendar.
Step 1. The three
| Analysis | How to build it | What it shows | Owner | Goes to |
|---|---|---|---|---|
| Price band by customer size | For one product, plot each customer's average price against their annual spend | Whether bigger customers pay less, and how far similar customers differ | ||
| Discount distribution | For one product group, count orders at each discount level | Clusters at the top of a band, and discounts outside policy | ||
| Margin bridge | Split the change in margin since last year into price, volume, mix and cost | Whether price helped or hurt the result |
Step 2. What to look for
| Analysis | Warning sign | Found this run? | Action |
|---|---|---|---|
| Price band | Small customers paying less than large ones | ||
| Price band | A wide spread among customers of the same size | ||
| Discount distribution | A spike just under an approval limit | ||
| Discount distribution | The same discount on every item in a basket | ||
| Margin bridge | Price effect negative in a year the list went up |
Step 3. The calendar
| Month | Price band | Discount distribution | Margin bridge | Run by |
|---|---|---|---|---|
| January | ||||
| April | ||||
| July | ||||
| October |
Done when: the three analyses have run on their calendar at least twice, and each run went to a named meeting.
Adapted from our own pricing diagnostic (PSP, 2011).
From the B2B: Business Pricing Health Check. Your report links the sheet for each of its moves.