Special Prices
"No Simple Answers" (November 2008)
Latest in a series of articles about chain and special-priced business through redistribution, with a call for readers to contribute to the discussion
Keep Your Mitts Off My Product! (October 2006)
Examines the reasons why both manufacturers and chain operators need to better understand the economics of redistribution. Seeks input from readers prior to October Chain Purchasing Conference workshop on the topic
Are You Asking The Right Question? (November 2006)
Describes the difficulty of separating "Cost to Serve" from "Net Revenue" calculations when considering deviated-price products through redistribution. Proposes a new way of thinking about the questions which can help provide clarity.
Special Prices? No Problems! (January 2005)
Makes the case for understanding the revenue impact of redistribution, building it into your program, then "taking off the reins" and putting special-priced volume through your redistributor
Special Prices, Special Challenges (October 2004)
Discusses the issues which arise when custom-label and contract-priced business is shipped through a redistributor
Your Costs Don’t Care What Label’s On The Box (October 2003)
On the concerns about serving private label or national account business through redistribution, and factors to consider
