Marketplace Metrics
Know what moved. Know when to act.
Governed revenue, margin and pricing measures with thresholds, commercial context and recommended responses.
Revenue & Margin Performance
How is the business performing?
Watch together Revenue on plan while mix shifts to lower-margin families and unit margin drifts down means the plan is being met on volume the business would rather not sell. Read the bridge before the top line.
- Revenue & Margin Performance
Margin, unit and percent
Pocket margin per unit and as a share of pocket price, by SKU and account.
Act whenA drop over x points, or a single cost driver up over y%
- Revenue & Margin Performance
Revenue against plan
Net revenue against the plan, by channel and family, with the bridge that says what moved it.
Act whenA swing over x% against plan
- Revenue & Margin Performance
Sales growth
Revenue against the same period last year, by account and family.
Act whenUp or down over x%
- Revenue & Margin Performance
Product mix shift
Each family’s share of revenue against the prior period, and the margin effect of the shift.
Act whenA shift of x points or more in key lines
- Revenue & Margin Performance
Customer wallet share
Your share of an account’s spend in the categories you sell, where it is known.
Act whenA shift of x points either way
- Revenue & Margin Performance
Market share
Your revenue against the market where a size is known, by region and family.
Act whenAny unexplained loss or gain
Pricing & Realization
Are we getting the price we intended?
Watch together Average selling price falling while discounts and custom price requests rise says the sales team is under pressure, not the market. Check the corridor before the list.
- Pricing & Realization
Net price change
Month-over-month change in net price by family and segment, with list moves separated from discount moves.
Act whenA move over x% in one month, or the same direction for y months
- Pricing & Realization
Average selling price
Revenue over units by family and channel, so mix and discount moves show against list.
Act whenA change over x% month over month
- Pricing & Realization
Price realization index
Pocket price as a share of list, by account and segment.
Act whenBelow 95 on any national account, or a two-point drop in a quarter
- Pricing & Realization
Discounts given
Average discount off list and the share of lines discounted, by segment and rep.
Act whenA jump in the average, or new requests above the corridor
- Pricing & Realization
Local price adjustments
How often and how far regional prices move from the central list.
Act whenFrequent changes across regions within a quarter
- Pricing & Realization
Group-level price overrides
Overrides applied above the account level: how many, how large, and who approved them.
Act whenFrequent large-scale adjustments
- Pricing & Realization
Price increase realization
Realized increase against the announced increase, by account and family, 90 days after the effective date.
Act whenBelow 70% of announced on any segment at 90 days
Margin Leakage & Cost Recovery
Where are economics being lost?
Watch together Freight and rebates rising together while list holds means the leak has moved after the invoice, where the price file cannot see it.
- Margin Leakage & Cost Recovery
Off-invoice leakage
Everything that comes off after the invoice, as points of list: rebates, freight, terms and claims, co-op and surcharges where they apply.
Act whenAbove the segment baseline, or up a point in a quarter
- Margin Leakage & Cost Recovery
Cost of raw materials
Input cost by material and month against the index the formula prices on.
Act whenUp over x% in one month, or a steady rise over a quarter
- Margin Leakage & Cost Recovery
Freight recovery rate
Freight billed against freight paid, by lane and account.
Act whenUnder 100% on any lane for two months
- Margin Leakage & Cost Recovery
Freight, packaging and indirect costs
Freight, packaging and other indirect costs as a share of invoice, so the true landed cost is what margin is measured against.
Act whenUp over x% of invoice
- Margin Leakage & Cost Recovery
Rebates paid
Rebates paid as a share of revenue, against accrual, by program.
Act whenA consistent rise over a quarter, or paid above accrued
- Margin Leakage & Cost Recovery
Days to pay against terms
Actual days to pay against agreed terms, the early-pay discounts taken late, and the accounts asking for longer terms.
Act whenMore than x% of accounts asking for relaxed terms, or days beyond terms rising
- Margin Leakage & Cost Recovery
Surcharge capture rate
Surcharges applied against surcharges due, and the waivers by account and approver.
Act whenUnder 90%, or waivers rising
- Margin Leakage & Cost Recovery
Fixed cost as a share of price
Fixed cost per unit against pocket price, by plant and family.
Act whenA sudden jump over x%, or a steady rise over three months
Deals & Commercial Execution
Are commercial decisions being executed effectively?
Watch together Win rate down with deal size down and cycle time up is a price and value problem, not a pipeline problem. A capture rate falling while signed exceptions rise says the decision was right and the execution leaked.
- Deals & Commercial Execution
Custom price requests
Special price and exception requests per week, by rep and account, against the corridor.
Act whenA spike against the trailing eight weeks
- Deals & Commercial Execution
Win rate
Quotes won over quotes issued, by price band, segment and rep.
Act whenA drop over x points, or a jump over y
- Deals & Commercial Execution
Average deal size
Won quote value per deal, by segment and rep.
Act whenA change of x% either way
- Deals & Commercial Execution
Sales cycle time
Days from quote to order, by segment and by whether an approval was needed.
Act whenRising days or months
- Deals & Commercial Execution
Capture rate, realized against modeled
What a published decision delivered against what the model said it would, by action and by week since publish.
Act whenBelow 85% at week 12 on any published action
- Deals & Commercial Execution
Corridor compliance
Share of quotes and orders inside the corridor, and the value of the ones outside.
Act whenBelow 90%, or exception value rising
- Deals & Commercial Execution
Quote guidance adherence
Quotes priced inside the target and floor bands, and the win rate inside against outside.
Act whenBelow 80%, or a higher win rate outside the band than inside
- Deals & Commercial Execution
Exception value on record
Value of signed exceptions after a decision, by approver and account.
Act whenOver 10% of a decision’s modeled value
Contracts, Rebates & Incentives
Are commercial commitments producing the intended economics?
Watch together Accruals and payouts diverging while growth flattens means the program is paying for the baseline.
- Contracts, Rebates & Incentives
Contract renewal uplift
Price change at renewal against the realization gap the plan set out to close, by agreement.
Act whenBelow plan on any agreement above x in value
- Contracts, Rebates & Incentives
Rebate accrual variance
Paid against accrued by program at period close, and the tiers that were hit late.
Act whenPaid above accrued by x% at close
- Contracts, Rebates & Incentives
Rebate program ROI
Incremental margin from growth against payout, by program and account.
Act whenBelow 1.0 on any program at quarter close
- Contracts, Rebates & Incentives
Contract price lag
Contract prices against the current list, by agreement age and family, including parts written into machine contracts.
Act whenOver five points on agreements older than twelve months
- Contracts, Rebates & Incentives
Entitlement leakage
Discounts, terms and parts prices granted beyond what the agreement entitles, by account.
Act whenAny account over x in a quarter
Market & External Signals
What outside changes should trigger action?
Watch together Two market variables moving at once, rates and input costs say, is the moment to re-run the pass-through scenario before the quarter closes.
- Market & External Signals
Interest rates
Policy and market rates in each market you sell in.
Act whenA rise over 50 bps in a market
- Market & External Signals
Tariff and trade changes
New tariffs, sanctions and regime changes in a source or sales market.
Act whenAny new measure in a market you source from or sell into
- Market & External Signals
Supply chain disruption
Delays and cost spikes in inbound logistics, by lane and supplier.
Act whenDelays or cost spikes in inbound logistics
- Market & External Signals
Weather and disaster events
Storms, floods and the like in a supply or demand region.
Act whenAn event in a supply or demand region
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Every metric here runs on your commercial data as it is, and each can alert you the week it moves. Ask for one we do not have yet, or bring your own definition.