Good morning, Sara
18 quotes open worth $412,000, and 2 are sitting with your manager for discount approval.
Open quotes18$412,000
Awaiting approval2$96,400
Win rate34%trailing 90 days
Average margin38.2%floor is 30%
Needs your attention
3 openQT-4412 expires in 3 daysHalden Group - $62,000 - no response since 22 AugustExpiring
QT-4408 discount above your limit18% requested, your limit is 12% - with Daniel NovakAwaiting approval
QT-4396 configuration invalidSelected options are incompatible - fix before sendingBlocked
My quotes
Everything you have sent, with margin and where each one has got to.
Open and recent
| Quote | Customer | Value | Margin | Discount | Expires | Status |
|---|---|---|---|---|---|---|
| QT-4412 | Halden Group | $62,000 | 41% | 8% | 04 Sep | Sent |
| QT-4408 | Kelso Logistics | $34,400 | 26% | 18% | 12 Sep | Approval needed |
| QT-4402 | Bracken Retail | $18,900 | 44% | 0% | 18 Sep | Sent |
| QT-4396 | Marlow Foods | $41,200 | - | 5% | - | Invalid config |
| QT-4388 | Ashby Media | $12,400 | 48% | 0% | - | Accepted |
| QT-4371 | Cardan Systems | $88,000 | 31% | 14% | - | Lost |
Nothing matches that search.
Margin is calculated from cost at the line level, so a discount shows its real effect immediately.
Configure
Options that depend on each other, checked as you pick rather than at the end.
QT-4396 - configuration
| Option | Selected | Depends on | Price | Status |
|---|---|---|---|---|
| Base unit | Frame assembly, wide | - | $18,400 | Valid |
| Finish | Powder coat, black | Base unit | $2,100 | Valid |
| Mounting | Heavy duty bracket | Base unit | $3,600 | Valid |
| Control module | Advanced | Requires 3-phase supply | $9,800 | Incompatible |
| Power supply | Single phase | - | $1,200 | Conflicts |
| Installation | On site, 2 days | - | $6,100 | Valid |
The advanced control module needs a three-phase supply. A quote cannot be sent while a conflict is unresolved.
Price book
What you can sell, at what price, with what floor.
Current price book
| Product | Family | List | Cost | Margin | Max discount | Status |
|---|---|---|---|---|---|---|
| Frame assembly, wide | Frames | $18,400 | $9,900 | 46% | 15% | Active |
| Frame assembly, standard | Frames | $12,200 | $6,600 | 46% | 15% | Active |
| Advanced control module | Controls | $9,800 | $6,100 | 38% | 10% | Active |
| Basic control module | Controls | $4,200 | $2,400 | 43% | 10% | Active |
| Powder coat finish | Finishes | $2,100 | $980 | 53% | 20% | Active |
| Installation, per day | Services | $3,050 | $2,200 | 28% | 5% | Active |
| Legacy frame, narrow | Frames | $9,800 | $6,400 | 35% | 0% | Withdrawn |
Nothing matches that search.
Services carry the thinnest margin, which is why they have the tightest discount cap.
Discount approvals
Requests above a rep's limit, with the margin consequence shown.
Awaiting you5$188,400
Median response5htarget 24h
Approved, 90 days72%of 68 requests
Pending requests
5 openQT-4408 - 18% requested, limit 12%Kelso Logistics - margin falls to 26%, floor is 30%Below floor
QT-4415 - 14% requested, limit 12%Trellis Health - margin holds at 33%Above limit
QT-4419 - 22% requested, limit 12%Corbel Cleaning - margin falls to 19%, competitive bidBelow floor
QT-4421 - 13% requested, limit 12%Vellum Print - margin holds at 36%Above limit
Margin
Where discount is actually going, by rep and by product family.
Average margin, team38.2%
Floor is 30% - healthy
Services margin27.4%
Below the 28% target
Quotes at or below floor11%
Of quotes sent this quarter
By rep, this quarter
| Rep | Quotes | Value | Avg discount | Avg margin | Win rate | Trend |
|---|---|---|---|---|---|---|
| Sara Duarte | 24 | $412,000 | 6.2% | 38.2% | 34% | Healthy |
| Tom Ellery | 31 | $286,000 | 11.8% | 31.4% | 42% | Discount-led |
| Elena Fischer | 18 | $188,000 | 4.1% | 41.0% | 28% | Premium |
| Marta Kowalski | 22 | $204,000 | 14.2% | 27.9% | 48% | Below floor |
The highest win rate on the team is also the lowest margin. That is a coaching conversation, not a mystery.
Pricing rules
Discount limits, approval thresholds and what cannot be sold together.
Rules
| Rule | Applies to | Threshold | Effect | Status |
|---|---|---|---|---|
| Rep discount limit | All reps | 12% | Above this needs manager approval | Active |
| Manager discount limit | Sales managers | 20% | Above this needs director approval | Active |
| Margin floor | All quotes | 30% | Below this needs director approval regardless | Active |
| Services cap | Services family | 5% | Hard cap, no approval available | Active |
| Withdrawn products | Legacy frame, narrow | - | Cannot be added to a new quote | Active |
| Quote validity | All quotes | 30 days | Expires and requires re-pricing | Active |
Why margin is shown while writing
A discount conceded in a meeting is almost never recovered. Showing margin at the moment the number is typed is worth more than any amount of reporting afterwards.
- Margin recalculates per line as options change
- A discount taking a quote below floor is blocked, not just flagged
- Approval requests show the margin consequence, not just the percentage
- Withdrawn products cannot be added to a new quote at all
- An expired quote must be re-priced rather than silently reused
- Every override records who approved it and on what grounds
Audit log
Every approval, override and price book change. Retained for seven years.
Events
| When | Actor | Action | Target | Source |
|---|---|---|---|---|
| 01 Sep 09:40 | System | Blocked send, configuration conflict | QT-4396 | scheduler |
| 01 Sep 08:20 | Sara Duarte | Requested 18% discount, above limit | QT-4408 | web |
| 31 Aug 16:10 | Daniel Novak | Approved 14% discount, margin held | QT-4415 | web |
| 30 Aug 11:00 | Lena Brandt | Withdrew product from price book | Legacy frame, narrow | web |
| 28 Aug 09:15 | Lena Brandt | Lowered services discount cap to 5% | Pricing rules | web |
Nothing matches that search.
QTE-7412, Ostervall
One quote, line by line, with the margin visible.
Awaiting approvalMargin 11%QTE-7412 · Ostervall Retail · $284,000 · valid 30 days
Ostervall Retail, 42 sites
Discounted to 11% margin against a 32% target. Two thirds of the discount sits on the installation lines, which are the ones that cost what they cost.
Quote value$284,00042 sites
Margin11%target is 32%
Discount given$96,40025% off list
Approvals needed2manager and finance
Quote lines
$284,382 net| Line | Product | Qty | List | Discount | Net | Margin |
|---|---|---|---|---|---|---|
| 1 | Platform licence, per site | 42 | $142,800 | 10% | $128,520 | 68% |
| 2 | Installation, per site | 42 | $126,000 | 38% | $78,120 | −4% |
| 3 | Hardware kit | 42 | $67,200 | 22% | $52,416 | 9% |
| 4 | Training days | 12 | $21,600 | 30% | $15,120 | 21% |
| 5 | First-year support | 42 | $22,680 | 55% | $10,206 | 2% |
Line 2 is sold below cost. Nothing on this screen stopped that being typed, and the margin column is the only place it shows.
Where the discount went
Licence10% · within the standard bandFine
Installation38% · below costThe problem
Support55% · nearly freeThe problem
Hardware22% · thin but positiveWatch
Discount was applied evenly by feel and lands unevenly by margin. The two services lines carry costs that do not move with the price.
The same deal at target
Licence at 20% off$114,240 · more discount, still 60% marginBetter
Installation at list$126,000 · 22% marginBetter
Support at 10% off$20,412 · 44% marginBetter
Total$312,000 · 31% margin$28,000 more
A larger discount on the licence and none on installation gives the customer more money off the headline and the seller a third of the margin back.
Approvals
RepKasper Nyholm · 10% ceiling exceededEscalated
Sales manager25% ceiling · at the limitWaiting
FinanceAny line below costWaiting
CustomerNot sent
Finance is required because a line is below cost, not because of the total. A quote can be within every discount ceiling and still contain a line sold at a loss.
New quote
What is being sold, to whom, and against what price book.
The quote
What the price book fixes
List price per lineCannot be typed overLocked
Cost per lineFrom the product recordLocked
Discount ceiling by role10% rep, 25% managerLocked
Below-cost linesAllowed, with finance approvalAllowed
A below-cost line is allowed on purpose. Sometimes it is the right trade, and forbidding it outright pushes the same discount somewhere less visible.
Bundle or itemise
Itemising invites a line-by-line negotiation; a single total invites a demand for the breakdown. The middle option is what most of these quotes actually use.
The margin figure appears from the first line, not at the end.
Platform licence
One product: what it lists at, what it costs, what it earns.
ActiveIn 184 quotesPRD-0102 · platform licence, per site, per year · standard 2026
List price$3,400per site per year
Cost$1,088infrastructure and support
Margin at list68%the highest in the catalogue
Average sold at$2,89015% off list
Discount behaviour
Sold at list18% of quotes
Up to 10% off44% of quotes
10 to 25% off31% of quotes
Over 25% off7% of quotesApproval every time
This is the line with the most room and the least discount pressure, because it is the one customers compare against competitors and not against their own cost guess.
Where it is sold badly
Discounted evenly with services62 quotesCostly
Bundled into a single total41 quotesInvisible
Sold at list while services are given away22 quotesBackwards
The last row is the most common mistake in the catalogue: holding the price on the line that could afford to move and giving away the one that cannot.
Approval queue
What is waiting, on whom, and what it is worth.
Awaiting approval22$1.84m of quotes
Median wait3.4 daysquotes are valid 30
Below-cost lines9on 6 quotes
Approved unchanged86%of everything escalated
Queue
22 waiting| Quote | Customer | Value | Margin | Waiting on | Age |
|---|---|---|---|---|---|
| QTE-7412 | Ostervall Retail | $284,000 | 11% | Manager and finance | 2 days |
| QTE-7398 | Marchetti Trust | $142,000 | 19% | Manager | 4 days |
| QTE-7381 | Nordvik Foods | $96,000 | 28% | Manager | 1 day |
| QTE-7366 | Calderon Group | $412,000 | 9% | Finance | 6 days |
| QTE-7344 | Halvorsen Group | $68,000 | 24% | Manager | 8 days |
Sorted by age against a thirty-day validity. An approval that takes eight days spends a quarter of the quote life inside this company.
Eighty-six per cent of escalations are approved without a single change. That is either a well-calibrated ceiling or a rubber stamp, and the difference is visible in the fourteen per cent that were not.
Discount analysis
What discounting costs, and which lines it lands on.
Average discount18.4%across won quotes
Margin given away$684,000this year
Won at list9%of quotes
Lost after full discount$412,00022 quotes
Discount by product line
Average, won quotesThe order is exactly inverted from where the margin is. The two lines with the least room take the most discount, on every quote, because they feel like the soft ones.
What that pattern costs
If services were held at list+$412,000 margin
And licence discounted 5 points more−$118,000 margin
Net effect+$294,000 on the same won businessSame deals
Customer-visible discountLarger, not smallerSame optics
The customer gets a bigger headline number off and the company keeps more. It costs nothing except deciding where the discount goes before the negotiation, not during it.
Twenty-two quotes were lost after the full discount was given. Those are the ones worth reading: the discount did not win them and the margin is gone from the benchmark anyway.
Reports: activity
Volume and throughput, by owner and by product line.
Volume over time
12 weeksQuotes issued per week. Volume is not the constraint here; the margin on what is issued is, and it does not appear in this shape at all.
Quotes this quarter412$8.4m of value
Opened this month412against 284 closed
Median age11 daystarget is 7 days
Owned by nobody6oldest is 4 days
By product line
This quarterBy rep
This quarter| Rep | Open | Closed | Median days | Overdue |
|---|---|---|---|---|
| Ines Halla | 84 | $1.84m | 31% | 2 |
| Kasper Nyholm | 96 | $2.12m | 19% | 6 |
| Ola Sundqvist | 78 | $1.62m | 28% | 3 |
| Renata Bosch | 88 | $1.94m | 24% | 4 |
| Unassigned | 6 | $0.12m | - | 4 |
The fourth column is margin, not volume. Kasper writes the most quotes and the thinnest ones, and the two facts are usually presented separately.
Reports: performance
Against target, with the gap named.
Against target24%average margin on won quotes
Best repInes Halla31% average margin
WorstKasper Nyholm19%, most volume, least margin
Trend-3 ptson last quarter
Against target by product line
100 is the targetWin rates across these four are within two points of each other. The discount is not buying the deals; it is only buying them cheaper.
What moved
Rule-derivedAverage margin down 3 pointsDiscount is landing on the services linesDown
Approval wait up to 3.4 daysOn quotes valid for thirtyDown
Below-cost lines now flagged at entrySince margin moved onto the line editorUp
Threshold rules over the figures above, not a model. Each line names the number it came from so you can disagree with it.
Reports: exceptions
What breached, what is late and what nobody owns.
Breached9lines sold below cost
At risk22inside 48 hours
Unassigned6no owner at all
Reopened4closed then raised again
Exceptions
9 open| Quote | Customer | Problem | Value | Margin |
|---|---|---|---|---|
| QTE-7412 | Ostervall Retail | Installation 4% below cost | $284,000 | 11% |
| QTE-7366 | Calderon Group | Support given away | $412,000 | 9% |
| QTE-7311 | Bergqvist Holdings | Whole quote below target | $188,000 | 16% |
| QTE-7288 | Larsen Foods | Licence at list, services free | $96,000 | 14% |
| QTE-7241 | Ferreira Group | Legacy price book used | $62,000 | 21% |
The fourth row is the pattern in miniature: the line with room held at list, and the lines with none given away.
Holding services at list and discounting the licence five points harder would add $294,000 of margin on exactly the same won business, with a larger headline discount for the customer. The decision has to be made before the negotiation.
People
Who has an account, and what they own.
People
24 accounts| Name | Role | Region | Last active | Status |
|---|---|---|---|---|
| Yara Lindstrom | Administrator | Revenue operations | 11 minutes ago | Active |
| Emil Draxler | Sales manager | North | 28 minutes ago | Active |
| Ines Halla | Rep | North | 1 hour ago | Active |
| Kasper Nyholm | Rep | South | 35 minutes ago | Active |
| Renata Bosch | Rep | Central | 2 hours ago | Active |
| Tobias Marek | Finance | Finance | 4 hours ago | Active |
Deactivating somebody prompts you to reassign what they own rather than doing it silently, because an unowned record is how a register rots.
Roles
What each role is scoped to and what it may approve.
Roles
5 roles| Role | Type | People | Scope | Can approve to | Status |
|---|---|---|---|---|---|
| Administrator | Built in | 1 | Everything | No limit | Active |
| Sales manager | Built in | 3 | Own team | 25% discount | Active |
| Rep | Built in | 14 | Own quotes | 10% discount | Active |
| Finance | Built in | 3 | All quotes | Below cost | Active |
| Product | Custom | 3 | Price book only | Sets list and cost | Active |
A role carries a scope and an approval ceiling. Both are enforced on the server; hiding a button is not access control.
Recent changes
Finance approval required on any below-cost lineYara Lindstrom · 1 JulyLogged
Rep discount ceiling lowered to 10%Yara Lindstrom · 4 MarchLogged
Role changes sit in the same audit log as record changes, because both change what somebody can do.
Why custom roles exist
- A rep discounts to 10% without asking, which covers most quotes
- A manager reaches 25% and cannot approve their own quote
- Finance approves anything below cost regardless of the discount percentage
- Only product can change a list price or a cost, and never on a live quote
Permissions
Every capability against every role, as enforced.
What each role can do
10 capabilities| Capability | Administrator | Manager | Rep | Finance | Product |
|---|---|---|---|---|---|
| Build a quote | Yes | Yes | Yes | No | No |
| See cost and margin | Yes | Yes | Yes | Yes | Yes |
| Discount to 10% | Yes | Yes | Yes | Yes | No |
| Discount to 25% | Yes | Yes | No | Yes | No |
| Price a line below cost | Yes | No | No | Yes | No |
| Approve own quote | No | No | No | No | No |
| Send a quote to a customer | Yes | Yes | Approved only | No | No |
| Change a list price | Yes | No | No | No | Yes |
| Change a cost | Yes | No | No | No | Yes |
| Read the audit log | Yes | Yes | Own | Yes | Yes |
Enforced per query rather than by hiding controls. A scoped "yes" means the row exists but is limited, which is why some actions need a second person.
Every role can see cost and margin, reps included. A seller who cannot see the margin discounts by feel, and discounting by feel is what the whole analysis screen is about.
Notifications
What the system sends, to whom, and when.
What is sent
Line priced below costAt entry, on the line, before savingOn
Quote below target marginTo the rep, as the quote is builtOn
Approval waiting 48 hoursTo the approver, then dailyOn
Quote expires in 5 daysTo the repOn
List price or cost changedTo every rep with a live quote using itOn
Every message names the record it is about, so a reply lands somewhere.
Quiet hours
No routine notifications20:00 to 07:00, local to the personOn
Urgent overridesA quote over $250,000 awaiting approvalOn
Weekly digestMonday 08:00On
A notification that waits until morning is one that did not work, so the override is explicit rather than a setting nobody finds.
Notification rules are yours to set. What is here is a starting point drawn from how the queue actually behaves.
Integrations
Connected systems and their sync history.
Connected
3 connectedProduct catalogueList prices, costs and bundlesConnected
CRMCustomers, deals and quote outcomesConnected
Contract systemAccepted quote to signed contractConnected
AccountingActual delivered cost against quoted costNot connected
E-signatureCustomer acceptance without printingNot connected
What breaks without them
- Without the catalogue costs go stale and the margin column becomes decoration
- Without the CRM won and lost outcomes are typed in, so the discount analysis rests on whoever remembered to update it
- Without accounting the quoted cost is never checked against the real one
- Quotes still go out; every control on this screen stops working quietly
Sync history
Last 24 hours| When | Source | Records | Result |
|---|---|---|---|
| 06:00 today | Product catalogue | 412 products | 9 costs changed |
| Continuous | CRM | 412 quotes | Live |
| 06:00 today | Contract system | 84 contracts | Current |
| 06:00 yesterday | Product catalogue | 412 products | Current |
A sync that half-succeeded is listed as such rather than as a failure, because the records that did land still changed something.
Import and export
Bulk load and extract, with per-row validation.
Import
Validated before anything is written. A file with one bad row imports the rest and tells you which line failed and why.
Export
RangeEverythingThis yearFiltered view
Recent imports and exports
Last 30 days| When | What | Rows | Result | By |
|---|---|---|---|---|
| 5 Sep 06:00 | Import | 412 | 403 loaded, 9 costs changed | Yara Lindstrom |
| 1 Sep 18:00 | Export | 412 | Complete | Tobias Marek |
| 23 Aug 10:40 | Import | 188 | Complete | Yara Lindstrom |
Every import is kept with its source file, so a bad load can be traced rather than argued about.