In a world where competitive pressures do not exist, pricing for distributors would be simple and straightforward. Manufacturers would publish List Prices for their products and provide their distributors with Net Prices. The distributor would use the Manufacturer’s Suggested Sell Price to establish customer pricing, with the gross margin covering operational costs and profit targets.

Download How Distributors Can Double their Profits in Complex Contract Negotiations to learn what you can do to improve your pricing strategy and succeed in complex contract negotiations.