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ARTICLE · 31 JULY 2007

Discount Structure Dynamics

Frank Lynn & Associates
Explore more from Frank Lynn & Associates

Distributor discount pricing structures continue to be one of the most misunderstood and underutilized elements in distributor marketing programs. Yet, their direct affect on your company’s and your distributor’s profitability makes discount structures the most important element in your business relationship.

United StatesStrategy
John Henderson
John Henderson

Distributor discount pricing structures continue to be one of the most misunderstood and underutilized elements in distributor marketing programs. Yet, their direct affect on your company's and your distributor's profitability makes discount structures the most important element in your business relationship.

The truth is that most of your existing discount structures were not designed to support today's marketing strategies and need to be re-evaluated. Many of you probably inherited your current discount structures and cannot find internal documentation that identifies the logic behind their original design. Some of you may find it difficult to identify the individual responsible for discount structure design/strategy.

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