Survey: About two-thirds of distributors plan to increase SPAs

04/1/2009 | Modern Distribution Management

According to a recent survey, about two-thirds of distributors plan to increase the number of Special Pricing Allowances they negotiate. "SPAs can be a competitive advantage for manufacturers and distributors to take market share when appropriately used," consultant Allen Ray said. The survey by Allen Ray Associates and Channel Marketing Group asked distributors to rank the importance of SPAs on a scale of 1 to 10, and the average ranking came out at 7.64.

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