Yggra Strategy · Pricing Transformation
From ad-hoc pricing to
structural discipline.
No engagement without diagnosis. We establish where margin is truly leaking, build a concrete pricing policy, and ensure it keeps working — through a phased approach with fixed scope and fixed fee.
Most industrial B2B companies know their pricing is off. But nobody knows exactly where things go wrong — or dares to start.
Prices have grown historically. Discounts are given ad-hoc. Cost increases aren’t systematically passed through. And the data sits in the ERP, but isn’t translated into pricing intelligence.
The result: 2–5% net margin disappears invisibly.Not through one big mistake, but through hundreds of small deviations that compound. Discount drift, non-indexed contracts, salespeople each applying their own pricing logic.
Yggra Strategy solves this through a phased approach. We always start with a diagnosis — not a solution. The expert sets the agenda.
The result: 2–5% net margin disappears invisibly.Not through one big mistake, but through hundreds of small deviations that compound. Discount drift, non-indexed contracts, salespeople each applying their own pricing logic.
Yggra Strategy solves this through a phased approach. We always start with a diagnosis — not a solution. The expert sets the agenda.
Three phases: pricing audit, strategy and ongoing governance
Every Strategy project follows the same logic: first understanding (Truth), then structuring (Policy), then embedding (Governance). No phase is skipped. No engagement without a diagnosis.
Phase 01
Pricing Audit
Full diagnosis of your pricing reality. Where is margin leaking? Which customers, products and segments need immediate attention? We make the invisible visible — based on Net Revenue, without touching your ERP.
Deliverables
Net Revenue analysis & margin waterfall
Pricing leakage quantification (in €)
Customer & product segmentation
Priority matrix with quick wins
Management presentation with recommendations
Phase 02
Strategy Playbook
Translation of diagnosis into concrete, actionable pricing policy. Segmentation, target margins, discount rules, escalation procedures and an implementation plan the commercial team can follow immediately.
Deliverables
Segmentation model with target margins
Discount & escalation policy
Pricing governance framework
Implementation roadmap
Sales enablement toolkit
Phase 03
Continuous Improvement
Pricing is not a project — it’s an ongoing discipline. Through a monthly retainer we monitor execution, track deviations, and adjust course. Pricing becomes a system that delivers compound returns.
Deliverables
Monthly pricing performance review
Exception monitoring & governance
Quarterly business review with MT
Ongoing model optimisation
Sparring & escalation support
Add-on
Consulting Sprints
Targeted interventions of 2–4 weeks for specific challenges: rolling out an indexation model, pricing a new customer segment, or guiding an acquisition integration. €10K–€50K per sprint.
FLEXIBILITY
Every phase stands on its own
You’re never required to take all three phases. Start with a Pricing Audit, then decide. No lock-in, no open-ended bill. Fixed scope, fixed fee, per phase.
Pricing Audit.
Clear insight into what’s really happening.
Clear insight into what’s really happening.
Every SME has hidden profit leaks — often without anyone noticing. A pricing audit is the fastest way to surface them.
We map your entire margin structure based on Net Revenue. Not from the ERP screen, but from financial reality: what do customers actually pay, after all discounts, bonuses, credit notes and exceptions?
The result is a detailed report setting out quantified profit leaks (in €), a priority matrix, and immediate recommendations. Not a theoretical document, but a workable action plan that makes a difference tomorrow.
The result is a detailed report setting out quantified profit leaks (in €), a priority matrix, and immediate recommendations. Not a theoretical document, but a workable action plan that makes a difference tomorrow.
WHAT WE ANALYSE
01
Margin differences between customers and segments
02
Pricing errors, inconsistencies and outdated prices
03
Uncontrolled discount patterns
04
Deviations between guidelines and practice
05
Exceptions without framework or governance
06
Structurally loss-making products or segments
The three most common forms of margin leakage
Margin leakage rarely happens through one big mistake. It arises from small deviations that accumulate invisibly — until it’s too late.
Discount drift
Discounts once given as exceptions that have become structural. Every salesperson has their own “standard” discount — without anyone seeing the full picture.
Contract erosion
Historical agreements that were never reviewed. Contracts without indexation clauses. Prices that haven’t been adjusted to rising costs in years.
Operational errors
Errors in price lists or ERP configuration. Wrong tiers, double discounts, manual adjustments that aren’t verified.
Individually these elements seem harmless. But together they sometimes cause tens of percentage points in margin decline. We identify, quantify and eliminate profit leaks — so your prices finally do what they should: protect and strengthen margin.
Pricing strategy in practice — measurable results
Production
+11%
Margin restored within 8 weeks
A pricing audit revealed €840K in annual margin leakage due to inconsistent discounts and cost increases that had not been passed on.
Distribution
700h
Annual savings + stable margins
47 spreadsheets replaced by a single managed pricing model. The sales team now works with clear guidelines and segment-specific prices.
Wholesale
€2M
Margin increase following indexation model
Systematic indexation framework rolled out across 1,200+ accounts. Contracts without indexation identified and renegotiated.
Next Step
Start with a
pricing audit.
pricing audit.
No obligation to continue. Start with insight, decide afterwards. Fixed fee, fixed scope, clear deliverables within 4–6 weeks.
For whom:
Business leaders and financial directors who want to stop margin erosion and professionalise pricing.
Typical trigger
Margins lagging despite revenue growth. New CFO or PE owner asking questions. Cost increases not being passed through. Ad-hoc discounts without governance.
