- Features > Rule Based Pricing
Rule-Based Pricing for CPQ
Define pricing rules once and apply them automatically across every quote — conditional surcharges, customer tier logic, and product-specific adjustments enforced consistently.
100%
Pricing rule consistency
Zero
Manual price rule lookups
Instant
Rule updates applied across all quotes
The Challenge
The Problem with Manually Applied Pricing Rules
Every manufacturer has pricing rules — surcharges for special materials, adjustments for non-standard options, uplift for expedited delivery, penalties for below-minimum orders. These rules exist in pricing guides, spreadsheets, and the institutional memory of experienced sales staff. The problem is that manual rule application is inherently inconsistent.
Different sales reps apply the same rules differently. Some remember every surcharge; others miss them. In a high-volume quoting environment, the cumulative impact of inconsistently applied pricing rules is significant — missed revenue on surcharges, margin erosion from unenforced minimums, and disputes with customers who received different prices from different reps.
When pricing rules change — new cost structures, revised surcharges, updated margin floors — communicating those changes to the sales team and ensuring consistent adoption is a management challenge. Rule changes that should take effect immediately instead propagate slowly through the organisation, with an extended period of inconsistency in between.
For complex products with dozens of pricing rules interacting across configuration options, manual application becomes practically impossible. The result is either oversimplified pricing that fails to capture the full cost of complex configurations, or a quoting process so slow that win rates suffer.
How It Works
How Rule-Based Pricing Works in Mercura
Mercura's rule-based pricing engine allows your pricing team to define conditional pricing logic — IF/THEN rules that apply surcharges, adjustments, minimums, and calculations based on product selections, customer attributes, order volume, and other configurable triggers. Rules are evaluated automatically during configuration: when a selection triggers a pricing rule, the adjustment is applied to the relevant line items instantly and transparently. Rule changes made in the pricing engine take effect immediately across all active quotes and channels — no sales communication required.
What's Included
Key Capabilities
- IF/THEN conditional pricing rules applied automatically
- Option-level surcharges and adjustments per configuration selection
- Minimum order value and quantity enforcement
- Material and process surcharges applied by rule
- Margin floor rules with override approval workflows
- Time-limited promotional pricing rules
- Rule stacking with priority and conflict resolution
- Pricing rule audit trail and version history
The Difference
Before and After Rule-Based Pricing
- Pricing rules applied inconsistently across the sales team
- Surcharges missed on complex configurations
- Rule changes communicated via email with slow adoption
- Margin floors violated without detection
- Pricing disputes with customers who received different prices
- Every pricing rule applied automatically and consistently
- No surcharge ever missed on any configuration
- Rule changes take effect instantly across all channels
- Margin floors enforced with approval workflows for exceptions
- Pricing consistent across all customers and reps
Real-World Application
Example Use Case: Specialty Metals Fabricator
A specialty metals fabricator applies over 60 pricing rules across their product range — material surcharges, thickness adjustments, finishing premiums, minimum order fees, and expedite uplifts. Previously, their quotes were produced by two senior sales engineers who had memorised the rules over years of experience. When one left the company, quote quality declined sharply. After encoding all 60+ rules into Mercura's rule-based pricing engine, any sales rep can produce a correctly priced quote. The company estimates they recover approximately 8% additional revenue per quote from surcharges that were previously missed.
Quote turnaround dropped from 3 days to under 4 hours.
Business Impact
Why Rule-Based Pricing Matters
Rule-based pricing converts your pricing expertise from a dependency on individuals into a scalable system. Every pricing rule that your best pricing manager knows is encoded once and applied automatically to every quote, by every user, across every channel. The result is pricing consistency, margin protection, and the ability to make pricing changes instantly — without a training programme or a communication cascade.
See Rule-Based Pricing in Action
Book a demo to see how Mercura enforces pricing rules automatically on every quote.
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