Reason why?
Inflation – are cost increases fully passed through to customers?
And: ‚what goes up must come down‘ – are you prepared for price pressure as much as for cost pressure?
Do you consistantly recover different handling efforts for different customers?
Are you aware of the ‚non-standards‘ that are given away free of charge (delivery, packaging, small volumes, etc.)?
Are service levels clearly assigend to customer segments and individual customers?
Does sales have different degrees of freedom in price setting?
Do you have ‚Cherry Pickers‘ among your customers or are you second choice for your customer among competitive suppliers? And how do you treat these customers price– and service-wise?
