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Figure 2From “The discount outlives the deal it was meant to close”

The 100-unit pocket-price bridge

Separate the realised pocket price from the deductions that reduce the declared reference amount, then reconcile the full bridge.

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Figure 2The 100-unit pocket-price bridge

A stacked illustrative comparison of a 100-unit reference amount and a 100-unit pocket-price bridge. The reference row is 100 pocket-price units; the bridge row is 82 pocket-price units after deductions of 10 discount units, 5 rebate units, and 3 credit units. The values sum to 100 in both rows and are synthetic, not a benchmark or observed ratio.Pocket priceDiscountRebateCreditReference amount100%Pocket-price bridge82%10%

Source: Author's illustrative composition grounded in Marn & Rosiello (1992). Values are synthetic units, not a benchmark, recommendation, or observed ratio.

PNG4:3, 1600 × 1200, with the title, the source line and the attribution set in the image isoglu-2026-the-discount-that-outlives-the-deal-fig03.png

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  • B MR92-C1 The two concepts, verbatim: "the pocket price waterfall and the pocket price band", which is where "these concepts show companies where their products' prices erode between invoice price and actual transaction price". The 1%-lever number stays out, guarded by MR92-X1campaign (HBR records)

Grades: A, verified against the printed page of the primary source · B, primary source, text layer only · C, authoritative secondary · D, reported.

From the essay

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APA 7

Isoglu, S. (2026). The 100-unit pocket-price bridge [Figure]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-the-discount-that-outlives-the-deal-fig03/

BibTeX
@misc{isoglu-2026-the-discount-that-outlives-the-deal-fig03,
  author = {Isoglu, Sinan},
  title = {{The 100-unit pocket-price bridge}},
  year = {2026},
  howpublished = {Figure 2, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-the-discount-that-outlives-the-deal-fig03/},
  note = {From the essay {The discount outlives the deal it was meant to close}}
}
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<figure>
  <a href="https://isoglu.com/insights/exhibits/isoglu-2026-the-discount-that-outlives-the-deal-fig03/">
    <img src="https://isoglu.com/social/isoglu-2026-the-discount-that-outlives-the-deal-fig03.png" alt="Figure 2: The 100-unit pocket-price bridge" width="3200" height="2400">
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  <figcaption>Figure 2: The 100-unit pocket-price bridge. Source: Author&#39;s illustrative composition grounded in Marn &amp; Rosiello (1992). Values are synthetic units, not a benchmark, recommendation, or observed ratio. <a href="https://isoglu.com/insights/exhibits/isoglu-2026-the-discount-that-outlives-the-deal-fig03/">View exhibit</a>.</figcaption>
</figure>

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