Price Sheets: Per-Buyer Pricing Without Free-Text Discounts
How to define repeat-buyer discount tiers, regional pricing, and category-specific overrides — and where the price sheet attaches to a deal.
"Same products, different prices for different buyers" is normal in B2B trading. Loyal buyers get repeat-buyer discounts. Regional buyers get currency-adjusted pricing. Specific customers negotiated specific rates years ago and those rates are still in force. Price sheets are the structured way to encode all of that — instead of free-text discount fields that nobody can audit.
What lives on a price sheet
A price sheet has: a name, a buyer (or buyer group), an effective date range, a set of category-level overrides (laptops at -10%, servers at -15%, monitors at standard), per-grade band overrides if needed (Grade A at -5% only), an optional currency override (sheet is denominated in USD even though the platform default is EUR), and a quantity-tier table (orders above 500 units get an additional 3% off).
How it attaches to a deal
When a buyer opens a deal room or sends an intent, the platform looks for an applicable price sheet. The match logic: most-specific-first (a sheet for this exact buyer beats a buyer-group sheet, which beats the platform default). The sheet’s overrides apply automatically; the seller sees the sheet name in the deal room as evidence of what discount logic ran.
Override per-deal
The seller can override the sheet-derived price on a specific deal — but the override is logged with a reason. Audit trail captures both the sheet-derived price and the actual price, so finance can see whether deals are routinely getting deeper discounts than the sheet allows (a signal to revisit the sheet) or whether overrides are rare (a signal the sheet is correctly tuned).
Sheet versions
A price sheet has a version history. Editing a sheet doesn’t silently re-price existing deals — the deal references the version that was active when it opened. New deals use the latest version. The version history is queryable: "what was the X-customer price sheet on June 15" has an answer that doesn’t require database archaeology.