How Much Are You Spending On Your Channel Pricing
System?
Volume Discounts...Functional Discounts...Growth
Incentives...Rebates...Spiffs...Commissions...Trade
Funds...Co-op Funds...Special Deals...Promotional
Allowances...Markdowns...Loyalty Plans...
The compensation you provide to your channel partners is one
of your company's largest costs. As such, it requires
rigorous, critical and frequent review.
Channel pricing represents the entire array of prices,
discounts, incentives and other benefits that sellers provide
to motivate and compensate channel partners. When considered in
total, these programs often exceed a seller's total net
revenue. Suppliers can materially affect their financial
performance by optimizing the deployment of these programs and
funds.
