Pricing Controls

Overview

Pricing Controls is a standalone admin tool inside Salesforce for managing price points across services. It gives Revenue Managers and Programs teams a single screen to search, filter, edit, and bulk-update price points by departure date — without opening individual service records in Price Manager.

The tool is designed for operators who use Best Available Rate (BAR) pricing — particularly cruise, rail, and fixed-departure tour operators who need to adjust rate availability across many services and date ranges efficiently.

Prerequisite: Pricing Controls only displays results where inventory contracts are active. If a service has no active inventory contract, it will not appear in search results.

Accessing Pricing Controls

Open the App Launcher in Salesforce Lightning (the grid icon in the top-left).
Search for Pricing Controls or find it in the “More” menu within your Kaptio app.
The Pricing Controls tab opens with a search panel at the top and a results grid below.

Permission: Users need access to the Pricing Controls tab. If you cannot see it in the App Launcher, contact your Salesforce admin to verify your permission set includes Pricing Controls tab visibility.

Searching and Filtering

The search panel lets you narrow results before loading the grid. Two fields are mandatory; the rest are optional filters that help you focus on the exact price lines you need.

Filter	Required	Description
Business Unit	Yes	Select the business unit. This determines which org context is used for the query.
Service Name	Yes	Free-type and multi-select. Choose one or more services to view.
Service Record Type	No	Select a single record type (e.g., Cruise, Accommodation) to filter the service list before selecting.
Date From / Date To	No	Restrict results to a departure date window.
Price Category	No	Free-type and multi-select. Filter by occupancy or passenger type (e.g., Single, Double, Suite).
Price Point	No	Free-type and multi-select. Filter by specific BAR levels. Leave blank to show all price points.
Route	No	Filter by route where applicable.

After setting your filters, click Search to load matching price lines into the results grid.

Default Sort Order

Results are sorted by:

Service Name (alphabetical)
Price Category (alphabetical)
Date / Days

You can click column headers to re-sort, except the Total Amount column.

Editing Price Points

Individual Line Updates

To change a single price point:

Find the row you want to update in the results grid.
Click the Price Point cell on that row — a pencil icon appears.
Select the new Price Point from the dropdown (the dropdown shows all BAR levels configured for that service).
Click Apply to confirm, or Cancel to discard.
The updated price point displays in bold to indicate an unsaved change.
Click Save Changes to write the update to Price Manager on the service.

Batch Updates

To change price points on multiple lines at once:

Select the rows you want to update using the checkbox next to each line, or use the header checkbox to select all visible rows.
Click the Price Point cell on any of the selected rows (the pencil icon appears).
Select the new Price Point from the dropdown.
Check the box labelled “Apply to X selected item(s)” to confirm the batch scope.
Click Apply to stage the changes, or Cancel to discard.
All affected rows display the new price point in bold.
Click Save Changes to write all updates to Price Manager.

Undo: Before saving, click Cancel on the results grid to revert all staged changes back to the previously saved values.

What Save Does

When you click Save Changes, Pricing Controls writes the updated price points back to Price Manager on each affected service. Price Manager updates the price lines with an Effective Date stamp. If a service has multiple departures affected, the Effective Date column shows “Multiple”.

Changes made in Pricing Controls are reflected immediately in Price Manager. Any downstream systems that read from Price Manager — including Package Search and the Booking Wizard — will pick up the updated rates on their next price request.

Pricelist Replacement

In addition to price point management, Pricing Controls provides a pricelist replacement capability:

Replace cost pricelists — swap the cost pricelist on itinerary items or services.
Replace sales pricelists — swap the sales pricelist on itinerary items or services.

This is useful when rolling over to a new season’s pricelist or correcting a pricelist assignment across multiple records.

Discount Configurations

Pricing Controls also manages discount configurations for services. From the Discounts area you can:

Create and manage Discount Groups with associated Price Groups
Assign Channels to control which distribution channels see the discount
Set Valid From / Valid To dates for discount availability windows
Configure discount amounts (percentage or fixed)

For detailed information on how discounts interact with Package Search, the Booking Wizard, and the price engine, see the Fees in Kaptio guide for fee-level configuration or the Cost & Pricing Architecture guide for the overall pricing model.

Common Scenarios

Setting BAR Prices for a New Season

Confirm inventory contracts are active for the date range.
Open Pricing Controls and filter by Business Unit, Service, and the new season’s date range.
Use batch update to set the appropriate BAR level across all price categories.
Save changes — Price Manager updates immediately.

Closing an Expensive Rate When Demand Is High

Filter to the service and date range where occupancy is high.
Select the rows at the premium BAR level.
Change the price point to a lower (less discounted) BAR level or remove availability.
Save changes.

Opening Discounts When Sailing Is Undersold

Filter to the undersold departure dates.
Select the relevant price category rows.
Change the price point to a higher BAR level (more competitive rate).
Save changes.

Automated Pricing Rules

Everything above covers manual rate management — a human searches, selects, and updates price points. The Edge Rules engine adds a complementary layer of automated pricing governance: rules that enforce commercial policies across every booking channel without anyone needing to intervene.

Think of it this way: Pricing Controls is the spreadsheet where you set rates; Edge Rules is the guard rail that makes sure those rates are applied correctly and that your commercial policies are enforced at the moment of sale.

Below is a breakdown of what operators can do today, what is coming next, and what is on the longer-term roadmap.

Phase 1 — Live Now

These rule types are active in production today. They run automatically on every booking — no manual action needed.

Rule Type	What It Does	Example
Automated fee rules	Apply or adjust fees based on configurable conditions — triggered at the point of booking.	A late-booking surcharge of €75 is added automatically when a customer books within 14 days of departure. A booking fee of €25 is applied to every new reservation without an agent needing to remember to add it.
Channel surcharges	Add price adjustments automatically when a booking comes through a specific distribution channel.	A 3% surcharge is applied to all bookings made via a third-party OTA channel, protecting direct-sell margins.
Hard blocks	Prevent a booking from proceeding entirely when a defined condition is not met.	A booking cannot be confirmed if departure is less than 48 hours away, or if required passenger documentation fields are empty.

These rules are evaluated by Edge and enforced across all booking channels — Package Search, Booking Wizard, and API — so the same commercial logic applies regardless of how the booking is created.

Phase 2 — Next (Acknowledgment-Based Rules)

The next release phase introduces rules that surface a warning and require the agent to explicitly acknowledge before the booking continues. The system catches the issue; the human decides what to do.

Rule Type	What It Does	Example
Margin gates	Flag or block bookings that fall below a minimum margin threshold. The agent must acknowledge the margin position before confirming.	An agent books a complex itinerary. The system calculates that the net margin is 4% — below the 8% floor. A warning appears: “This booking is below the minimum margin threshold. Proceed?” The agent can override (with a reason logged) or adjust pricing.
Commercial alerts	Notify the team when pricing anomalies are detected — selling below cost, unusual discount stacking, or rate mismatches.	A booking is priced using a pricelist that results in a negative margin. An alert is raised to the revenue manager and the booking is held pending review.

Phase 2 adds a human-in-the-loop step so that commercial policies are surfaced proactively rather than discovered in post-sale reporting.

Phases 3–4 — Future Roadmap

Longer-term capabilities that are in design or early development:

Capability	What It Means for Operators	Example
Visual rule builder	Operators create, test, and deploy rules themselves through a self-service UI — no developer involvement needed.	A revenue manager drags and drops conditions to create a rule: “If booking date is within 7 days of departure AND channel is B2B, apply a 5% surcharge.” They test it in a sandbox and publish to production.
AI-suggested rules	The platform analyses booking patterns and recommends new rules that would catch common commercial issues.	After detecting that 12% of bookings on a specific route are selling below cost, the system suggests a margin gate rule for that route and presents a draft for review.
Reconciliation intelligence	Automated post-booking checks that compare final supplier costs against quoted customer prices and flag discrepancies.	After supplier confirmations come back, a rule flags any booking where actual cost exceeds quoted cost by more than 5%, routing it to the ops team for review before travel.

For the full Edge Rules architecture, rule anatomy, and evaluation model, see the Edge Rules showcase.