The wholesale sector has a gross margin of 21.6% (INSEE, 2023 data): each percentage point of discount reduces this by nearly 5%. However, between the list price and the actual amount collected, the price goes through a cascade of discounts, exceptions, rebates, free shipping, and extended payment terms—some of which don’t even appear on the invoice. 76% of B2B companies are seeing the burden of their rebates increase (Simon-Kucher, 2024).
White paper
Discounts and Exceptions: Uncover the hidden margin in your net prices
This white paper shows how to break down the final price paid by each customer—from the list price to the actual amount collected—to determine which discounts are profitable and which result in a loss. The figures are verified and cover the period from 2024 to 2026 (INSEE, Simon-Kucher, Banque de France, the Payment Terms Observatory, Altares, and BCG).
By downloading it, you will discover
- Why the margin shown on the invoice is not the same as the margin remaining after all discounts, rebates, and service fees have been deducted
- How a temporary exemption granted for a construction project becomes a customer's permanent price, and how to avoid unclaimed manufacturer exemptions
- How much does a customer who pays late and orders in small quantities actually cost?
- How to categorize each discount into one of four options: keep, adjust, renegotiate, or withdraw
- What delegation rules and monthly metrics prevent discounts from piling up again?
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