What was done
A group discounting framework was designed and further developed into a Scandinavian discount model. This concept and model provide Rapala with a future proof concept that is scalable to fit all their markets. The model:
The Rapala discount model provides clear rules for the sales organization regarding discount levels. The model enables sales to “argue for a discount” and know why it has a certain level. Further, it gives the customer a discount that is fair and motivating, and sales experiences that the heat is taken off of them.