Commercial Performance Summary
Price Realization Rate
96.5% +1.5%
Target: 95%
Scheme Effectiveness
3.8x +0.3x
Target: 3.5x
Estimate Accuracy
94% -1%
Target: 95%
Margin Protection
98.2% +0.7%
Target: 97.5%
Commercial Core Metrics
| Metric | Measurement | Weekly Target | Actual | Owner | Status |
|---|---|---|---|---|---|
|
Price Realization Rate
(Actual Price ÷ List Price) × 100
|
Percentage | ≥ 95% | 96.5% | Pricing Manager | Green |
|
Scheme Effectiveness Ratio
Revenue from schemes ÷ Scheme costs
|
Ratio | ≥ 3.5x | 3.8x | Commercial Head | Green |
|
Offer Conversion Rate
Offers converted to sales
|
Percentage | ≥ 25% | 28% | Sales Manager | Green |
|
Estimate Accuracy
(Actual Cost ÷ Estimated Cost) × 100
|
Percentage | ≥ 95% | 94% | Estimating Lead | Yellow |
|
Pricelist Update Compliance
Updates completed on schedule
|
Percentage | 100% | 100% | Pricing Manager | Green |
|
Discount Control Effectiveness
Discounts within approval limits
|
Percentage | ≥ 98% | 99.2% | Commercial Head | Green |
|
Margin Protection Rate
Deals meeting margin targets
|
Percentage | ≥ 97.5% | 98.2% | Finance Controller | Green |
|
Commercial Proposal Turnaround
Avg. days to prepare proposals
|
Days | ≤ 3 | 2.8 | Proposals Lead | Green |
Commercial Action Plan
! Estimate Accuracy Improvement (Current: 94% | Target: 95%)
- Review recent estimates with >3% variance from actuals
- Update cost database with latest supplier pricing
- Implement new estimation checklist for complex projects
- Train estimators on new industry benchmarks
✓ Scheme Performance Enhancement (Current: 3.8x | Target: 3.5x)
- Analyze top-performing schemes for replication
- Phase out underperforming promotional schemes
- Develop 3 new targeted schemes for Q3 rollout
→ Price Realization Consistency (Current: 96.5% | Target: 95%)
- Identify regional variations in price realization
- Implement standardized discount approval workflow
- Enhance sales training on value-based pricing
EOS Implementation Guidelines
Weekly Cadence
Update every Friday at 3 PM. Review in Commercial L10 Meeting.
Accountability
Each metric has a clear owner responsible for reporting and improvement.
Targets
Set quarterly targets aligned with company Rocks (e.g., "Achieve 96% price realization in Q3").
Visual Management
Display on commercial team dashboard visible to all stakeholders.
Commercial Focus Areas
Pricing Strategy
Market-aligned pricing and discount structures
Margin Protection
Safeguarding profitability in all deals
Offer Effectiveness
Creating compelling commercial propositions
Cost Estimation
Accurate project costing and budgeting
Commercial Metric Highlights
Pricelist Management
Updated 4 product category pricelists this week, all completed on schedule with 100% compliance.
Promotional Schemes
Q2 loyalty program generated $1.2M revenue at $315K cost (3.8x ROI), exceeding target by 9%.
Estimate Accuracy
Industrial projects averaged 94% estimate accuracy (target 95%). Variance analysis identified material cost fluctuations.
Commercial Priorities
Pricing Optimization
Implement dynamic pricing model for seasonal products.
Scheme Innovation
Develop 3 new customer loyalty programs for Q3 launch.
Estimation Process
Update cost database and train team on new estimation software.