Turn pricing chaos into profit

摘要

Years ago, setting prices was a relatively simple task—so simple that most distributors would publish a single price for each product for all customers.rnThe distribution industry has evolved significantly since those simpler times. Today, it's necessary to provide more targeted pricing. Distributors have attacked this challenge using a variety of means, including matrix pricing—pricing based on customer type. Another tactic—contract pricing, which allows sales staff to discount prices for specific customers—results in multiple price points for the same product.rnWithin this "pricing chaos" lurks a great opportunity to turn pricing variability into an asset.