Our Avg ASP
$198
Blended across categories
Market Avg ASP
$192
Industry benchmark
Price Index
103
+3% vs. market
Avg Discount
14.6%
Market avg: 11.4%
Net Effective Price
$169
After discounts
Discount Leakage
$2.09M
Lost margin annually
Category Benchmarking
ASP & Discount Rate vs. Market by Category
Technology commands an 8% premium over market. Furniture and Office Supplies are priced below market and further eroded by above-market discounting.
Average Selling Price: Ours vs. Market
Discount Rate: Ours vs. Market
| Category | Our ASP | Mkt ASP | Premium | Our Disc | Mkt Disc | Our Margin | Mkt Margin |
|---|
| Technology | $312 | $289 | +8.0% | 14.2% | 11.5% | 13.7% | 11.8% |
| Furniture | $258 | $274 | −5.8% | 17.8% | 12.1% | 9.0% | 10.5% |
| Office Supplies | $68 | $72 | −5.6% | 12.9% | 10.8% | 13.5% | 12.2% |
Product Deep-Dive
Sub-Category Price Premium vs. Market
Tables is priced 8.3% above market but discounted 29.6%, destroying the premium entirely. Paper and Envelopes are priced nearly 10% below market.
Price Premium % vs. Market by Sub-Category
| Sub-Category | Premium | Discount | Price Index |
|---|
Regional Pricing
Pricing Parity Across Markets
EMEA has a price index of 79 (21% below market) and then discounts 19.8% on top. Canada operates at full price with 0.2% discount and 23.8% margin.
Price Index by Region (100 = Market)
Discount Rate vs. Profit Margin
| Region | Price Idx | Discount | Margin |
|---|
Discount Analysis
Discount Tier Distribution & Margin Impact
32% of orders ship at full price with 16.8% margin. Orders above 31% discount have negative margin, yet account for 10% of all transactions.
% of Orders by Discount Tier
Profit Margin by Discount Tier
Price Sensitivity
Volume vs. Margin by Price Band
The sweet spot is At Market to +10%: maintaining 88–100% volume while achieving 12–15% margin. Below-market pricing drives volume but destroys margin.
Volume Index & Margin % by Price Band vs. Market
Pricing Scorecard
Pricing Health Radar
We score well on ASP and margin but trail significantly on discount discipline (65 vs 85) and regional parity (55 vs 82) — the primary drivers of margin leakage.
Pricing Health vs. Industry Benchmark
Key Insights & Recommendations
- Tables: premium destroyed by discounting — List price 8.3% above market, but 29.6% average discount means effective price is ~24% below market. Cap Tables discounts at 15% to recover ~$108K in annual margin.
- EMEA pricing is broken — Price index of 79 plus 19.8% discount = net effective price 37% below market. Implement floor pricing and discount governance immediately.
- Canada validates full-price selling — 0.2% discount rate, 105 price index, 23.8% margin. This is the playbook for every other market.
- $2.09M annual discount leakage — Orders discounted >20% generate 4.1% margin vs 16.8% at full price. Shifting half of the 31%+ tier to 11–20% recovers ~$1.4M.
- Technology earns its premium — 8% above market with 13.7% margin vs industry 11.8%. Protect this positioning and resist discount pressure.
- Sweet spot: At Market to +10% — Maintains 88–100% volume index at 12–15% margin. Below-market pricing drives volume but at severe margin cost.
- Discount discipline is priority #1 — Radar scorecard shows 65 vs 85 benchmark. A formal approval workflow for discounts >15% addresses the biggest gap.