Special Pricing Authorization (SPA) contracts between manufacturers and distributors establish an agreed-upon discounted price for a specific project or end-user in order to meet a competitive situation. If an SPA is processed correctly, both parties benefit from a strengthened relationship: manufacturers secure business, and distributors increase revenue.
NAED members shared their experiences with automating the Special Pricing Authorization (SPA) process using electronic data interchange (EDI) in recent TED Magazine issues. Read their stories and check out more resources about the SPA process from IDEA.
Two electrical distributors pumped up profits when they analyzed and cleaned errors in their product data.
Challenged by price-matrix management, many electrical distributors' profit levels drop year after year. They have fallen victim to out-of-control profit leakage, which occurs as…