At its simplest, special pricing agreements (SPAs) are a straightforward proposition. Distributing partners purchase products from their manufacturer at discounted prices so they can make a profit when the product is resold to their customers.

However, stories of abuse; bait and switch tactics that promise x amount dollars that never see the light of day, end-customers repurposing products for their own benefit, endless claim discrepancies; etc., can make life at a channel-intensive company feel powerless and frustrating.

In this informative eBook, we address two top questions aimed to overcome these obstacles:

1.) What are the fundamental forces that drive the propagation of SPAs?

2.) What are the prospects for improving the SPAs process?

Manufacturers and distributors need to understand, in which areas, and with focused effort, how to make real progress in the implementation and execution of SPAs.

In “Special Pricing Agreements (SPAs) and their Unique Value to the Distribution Channel” they will finally know how to.