Pricing Strategy · Sales
The rule sets the price. The quote, the shop and the subscription read it.
This is the room.
One price list, opened: every product with its cost, its list price, the price this segment pays, the margin that leaves and the floor it is read against. The line whose cost rose last week is the amber one.
Six rules, one list.
A price rule is a sentence you can read on the list, not a formula in a hidden cell. Each one reads a field the business already holds: the product's cost, the customer's segment, the quantity on the line, the channel the order came in by.
List price
Cost plus, or typed. The cost is the stock's average cost, so when a receipt comes in dearer, the margin moves and the list says so.
Customer segment
Trade, architect, public: the segment is a field on the customer, and the list follows it. Atelier Nord is Trade, so Atelier Nord sees Trade 2026.
Quantity break
From 50 units the price steps down, and the margin at each step is shown beside it, so the break is set where the floor allows.
Channel
The webshop, the counter, the sales rep: one product, a price per channel, the same cost under each.
Margin floor
A floor per list, or per product. A price under it is not refused: the line waits for approval, with the margin it would leave next to it.
Validity
A list has a start and an end. The autumn promotion expires on its own, and the quote made under it keeps the price it was sent with.
Your price list, shaped for you. And for someone nothing like you.
What adapts: what a price is attached to (a product, a customer, a quote), what the cost under it is (a purchase price, a material rate and hours), how often it changes, where the floor sits and who approves a price under it. Two businesses can run Pricing Strategy and disagree on every one of those.
A food distributor with a list per customer
Every customer has a negotiated list, renewed weekly from the last purchase price, with a break per case and per pallet. The floor is thin and the rep's order on Monday morning reads the price of that Monday.
A metal fabricator quoting cost plus
There is no list. Every quote is priced from the material at the day's rate plus the machine hours at the workshop rate, with a markup by job type, a floor of 25% and an approval above €5,000.00.
A price proposed, with its reasons.
Léa Dumont at Atelier Nord asks for 60 panels. Mathilde opens the quote line and the assistant has a price ready: the cost from the stock, the last three sales to this customer, and the rule the segment and the quantity trigger, each one a chip she can open. She takes it, or types her own, and if hers is under the floor the line says so before it goes to Thomas.
The quote, the webshop and the subscription read the same price.
A price list line is one record. The quote line reads it when Mathilde picks the product, at the customer's segment and the line's quantity. The webshop reads it on the channel's list, VAT included. The subscription reads it at each renewal, from the list of that day rather than the one signed two years ago. Change the line once and three places read the change, with the margin floor watching all three.
Quote line priced
Margin read against the floor, approval when under it. See Quotes.
Quote line pricedWebshop price
The channel's list, VAT included, updated when the line is. See eCommerce.
Webshop priceRenewal priced
The current list, with the change shown to the customer before it applies. See Subscriptions.
Renewal pricedFrom rule to price, in four steps.
The rule is written
Trade 2026: list minus 15%, from 50 units list minus 20%, floor 25%, valid to the end of the year. A sentence on the list, with the customers it applies to counted beside it.
From rule to price, in four steps.
Trade 2026: list minus 15%, from 50 units list minus 20%, floor 25%, valid to the end of the year. A sentence on the list, with the customers it applies to counted beside it.
The pricing tool you would otherwise buy pushes a number over a connector.
It holds the rule, the floor and the simulation. The quote, the customer, the cost and the invoice the price was meant to govern stay in other tools, and you reconcile the rule with its consequence by hand.
A list per segment and per channel
- A spreadsheet
- One tab each
- A pricing tool
- Yes
- A suite module
- Yes
- Enobase
- Yes, on the customer's segment field
The cost under the price
- A spreadsheet
- Pasted in
- A pricing tool
- Ingested from a feed
- A suite module
- Yes, from their stock
- Enobase
- Yes, the stock's average cost, live
A margin floor that holds on the quote
- A spreadsheet
- A red cell
- A pricing tool
- An alert
- A suite module
- Sometimes
- Enobase
- Yes, the line waits for approval
Simulated before it is applied
- A spreadsheet
- A copy of the sheet
- A pricing tool
- Yes
- A suite module
- Rarely
- Enobase
- Yes, on last quarter's orders
The quote, the shop and the subscription read it
- A spreadsheet
- Copied three times
- A pricing tool
- Pushed over a connector
- A suite module
- Their quote, their shop
- Enobase
- Yes, one line, three readers
A price proposed with its reasons
- A spreadsheet
- No
- A pricing tool
- A recommendation
- A suite module
- No
- Enobase
- Yes, cost, history and the rule
Time to live
- A spreadsheet
- A day
- A pricing tool
- Months
- A suite module
- Months
- Enobase
- One to two weeks
| What you need | A spreadsheet | A pricing tool | A suite module | Enobase |
|---|---|---|---|---|
| A list per segment and per channel | One tab each | Yes | Yes | Yes, on the customer's segment field |
| The cost under the price | Pasted in | Ingested from a feed | Yes, from their stock | Yes, the stock's average cost, live |
| A margin floor that holds on the quote | A red cell | An alert | Sometimes | Yes, the line waits for approval |
| Simulated before it is applied | A copy of the sheet | Yes | Rarely | Yes, on last quarter's orders |
| The quote, the shop and the subscription read it | Copied three times | Pushed over a connector | Their quote, their shop | Yes, one line, three readers |
| A price proposed with its reasons | No | A recommendation | No | Yes, cost, history and the rule |
| Time to live | A day | Months | Months | One to two weeks |
Questions about Pricing Strategy
Yes. On its own it is price lists, rules, a margin floor and a simulation, with the cost typed on the product. Turn Inventory on and the cost becomes the stock's average cost; turn Quotes, eCommerce or Subscriptions on and they read the lists.