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Where has all the money gone? How to use data to effectively stop the margin leakage from Gross-to-Net

17th EPP Global Pricing Forum - November 2023 - Brussels, Belgium

  • B2B companies often realize that gross price adjustments have little or no impact on their profits. The reasons are usually a lack of transparency along the entire price waterfall and significant uncontrolled margin leakage 
  • Full transparency along the price waterfall is often hampered by a multitude of different condition categories and calculation schemes. The result is not only margin erosion, but also significant inconsistencies in pricing
  • But how can you monitor the entire gross-to-net waterfall to effectively stop margin leakage? And which advanced pricing metrics, will help you to detect unrealized profit potential? We will share our best practices on Gross-to-Net margin monitoring and optimization. 

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