Question 1

“Just knock a bit off the price.”

Accepted Answer

What’s happening Your team adjusts pricing to close the deal - quickly, often instinctively, and without seeing the full impact on margin. Why it matters Those small discounts don’t stay small. Across hundreds of transactions, they quietly eat into your margin. What better looks like Discounts are controlled as the sale is being created - with limits, approvals, and margin visibility built directly into the process, with a clear audit trail showing who changed what and when.

Question 2

“What margin did we make on that?”

Accepted Answer

What’s happening You only see margin after the deal is done - through reports, spreadsheets, or month-end reviews. Why it matters By the time you see it, it’s already too late to do anything about it. What better looks like Margin is visible as the deal is being built - so decisions are made in real time, not after the fact, with the right level of visibility for each role.

Question 3

“Hang on - I’ll check the price.”

Accepted Answer

What’s happening Reps don’t always have the right pricing to hand, so they call the office, rely on memory, or work from outdated information. Why it matters It slows everything down - and leads to inconsistent pricing and missed margin. What better looks like Reps have instant access to accurate, customer-specific pricing - available wherever they are, so they can quote without calling back or second-guessing.

Question 4

“That’s what we charged last time.”

Accepted Answer

What’s happening Pricing decisions are based on what was done before - not what should be done now. Why it matters Margins drift over time, and customers end up paying different prices for the same product. What better looks like Pricing isn’t left to individuals - it’s set, controlled, and applied consistently across every sale.

Question 5

“Just price it - they’ll take it.”

Accepted Answer

What’s happening Reps prioritise speed and familiarity - getting the quote out quickly rather than stopping to consider margin. Why it matters Decisions are made without full context, so margin is often left on the table without anyone realising. What better looks like Margin is visible as the sale is being built - so reps can make informed decisions in the moment, not just fast ones.

Question 6

“That price should still be fine.”

Accepted Answer

What’s happening Supplier costs, freight, and other inputs change - but those changes don’t always flow through to your pricing. Why it matters Margin slips before it ever shows up in the numbers. What better looks like Pricing updates automatically as costs change - so margin stays protected without manual updates or delays.

Question 7

“Is that offer still running?”

Accepted Answer

What’s happening Promotions and special pricing aren’t always clear or applied consistently across the team. Why it matters You either lose margin - or create confusion for your customers. What better looks like Promotions are set and applied automatically - with the right pricing at the right time, clearly visible to your team.

Question 8

“We’ll sort the rebates at the end.”

Accepted Answer

What’s happening Rebates are tracked separately, manually, or not at all - often outside your core system. Why it matters Margin you’ve already earned gets missed, delayed, or never fully recovered. What better looks like Rebates are tracked and captured automatically - built into your margin from the start, not managed separately or chased at the end.

Question 9

“That’s the best price we can get.”

Accepted Answer

What’s happening Purchasing decisions are made without full visibility of supplier options, rebates, or true landed cost. Why it matters Margin is lost before the product even reaches your yard. What better looks like You don’t buy blind - you have full visibility of true cost, suppliers, and rebates, so every purchase protects margin.

Question 10

“I’ll just override it.”

Accepted Answer

What’s happening Too many people can adjust pricing, often without clear rules or accountability. Why it matters Margin leaks through inconsistency, and it’s hard to track where or why. What better looks like Pricing is controlled through built-in permissions, approvals and role-based limits - so margin is protected without slowing your team down.

GenetiQ in conversation with Bradley Hartmann

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