Deal guidance
Differentiated net-price guidance from customer, urgency, and deal context.
Customer
Mining major
Northern Europe
Customer signals
WTP index 77/100- Installed base share92%
- Past discount acceptance15%
- Win rate at list81%
- Urgency history28%
Part
MM0489215Lifter bar, Poly-Met 250 mm
Quantity
of 60 sold per year
Urgency
Price build-up
| MALP baseline | €4,620 | Price list | |
| Customer group, Mining major | +3.6% | +€165 | Salesforce |
| Urgency, equipment down | +8% | +€385 | R-10 |
| Volume, 4 units | -1% | -€50 | SAP |
| Guided target | €5,120 |
Margin vs list price
At GLP€1,850 margin per unit, 43%
At guided target€2,660 margin per unit, 52%
+€810 per unit, +9.0 points, +€3,240 on this deal
Net price corridor
€4,775€5,470
Floor · €4,775
Target · €5,120
Stretch · €5,470
At target, comparable deals won 87% of the time.