Tables without formation logic
Prices defined by history and negotiation, not by structure. Without a table architecture, every revision is a guessing exercise that ignores cost, channel, and positioning.
Complex Pricing Structuring
Price is not a commercial variable: it is decision infrastructure. We structure the pricing policy as a strategic asset - tables with formation logic, approval thresholds with criteria, concessions with traceability, and margin with real visibility. Bunker's core capability for companies with indirect channels, multiple segments, and portfolio complexity.
Pricing by the numbers
177%
more long-term profit when the customer offer is based on behavioral data - not a generic approach
Li, Sun & Montgomery / Indiana Univ.-JMR 201142%
of commercial promotions with no positive effect on sales - yet they continue to be approved for lack of data
Nijs et al. / Marketing Science 200190%
of order distortion between supply chain links; without integrated data, each link amplifies the previous one's error
Isaksson & Seifert / IJPE 2016US$126/t
of avoidable error per ton in copper price forecasting with advanced predictive models
Kriechbaumer et al. / Cranfield-Resources Policy 2014The silent risk in pricing
177% more profit when pricing decisions are data-driven. Does your operation price with evidence - or intuition?
When table, concession, and margin operate without connection, every approved discount transfers value to the channel without traceability. The result is silent erosion - visible only after the margin is already gone.
The real scenario
Four fractures that erode margin every day
Each of these gaps operates in silence. Together, they define the difference between pricing that protects and pricing that transfers value.
Concessions without traceability
42% of commercial promotions generate no positive effect - yet they continue to be approved because no one has data to prove otherwise. Every exception without a trail is lost margin.
Nijs et al. / Marketing Science 2001 ↗Invisible margin
Management sees revenue but does not know where margin is built and where it is lost. Without granular visibility by SKU, channel, and customer, the discount seems small - but the cumulative effect is devastating.
Channel without differentiation
Same price for channels with different cost structures. 90% order distortion between supply chain links when systems do not share data - and each link amplifies the previous one's error.
Isaksson & Seifert / IJPE 2016 ↗Governed Pricing Architecture
Bunker
We have seen this scenario before. And we know where the margin hides.
Pricing operations do not fail for lack of spreadsheets. They fail because table, concession, channel, and margin operate as four disconnected systems. The Bunker Protocol connects these dimensions into a single architecture - with governance, traceability, and real visibility.
We do not sell pricing software. We design the governance that makes price protect margin.
- +300 CRM projects with architecture and governance
- +120K users impacted in operation
- 8 countries with commercial governance installed
- Pricing governance in +30 operations with indirect channels
Bunker Protocol applied to Pricing
Four phases. One architecture. Auditable outcome.
Transformation
From informal pricing to governed price architecture
Without Bunker
Pricing without governance
- Tables defined by history without formation logic
- Concessions approved without criteria and without an auditable trail
- Margin visible only in the consolidated view; never by SKU or channel
- Different channels receiving the same price without differentiation
- Price reviews as a quarterly guessing exercise
With Bunker
Integrated pricing architecture
- Base table with versioned and documented formation logic
- Concessions with approval threshold, impact analysis, and full traceability
- Margin visible by SKU, channel, customer, and representative
- Differentiated policies by channel, segment, and account profile
- Pricing governance with review cadence and real data
Every month of pricing without governance costs margin that does not come back.
The first step is an executive diagnosis. No commitment, no generic PowerPoint. Assess whether your scenario justifies a different architecture.
What we do in Complex Pricing
Every pricing layer documented, traceable, and connected to real margin.
Tables
Price Table Architecture & Formation
We structure the price formation logic. Base table, channel factors, conditions by segment, and escalation rules. Versioned documentation connected to the real commercial operation.
Learn moreConcessions
Concession & Approval Governance
We formalize the concession model with approval criteria, tiered thresholds, margin impact analysis, and document traceability. Every exception with a reason, an owner, and an auditable trail.
Learn moreMargin
Margin Visibility & Traceability
We implement granular margin visibility - by SKU, channel, customer, and representative. Connected dashboards that reveal where results are built and where they are lost, with traceability back to the cause.
Learn moreSegmentation
Channel & Segment Differentiation
We implement differentiated pricing policies by channel, region, segment, and account profile - with rules that prevent conflict, protect positioning, and preserve profitability across every go-to-market route.
Learn more