SPAs are simultaneously one of the most valuable margin levers in distribution and one of the least governed. In this context, SPA refers to Special Price Agreements which are ship-and-debit programs between manufacturers and distributors that support stock sales growth and align channel pricing. Distributors invest significant time negotiating favorable terms with suppliers, … [Read more...] about Rethinking SPA Optimization
margin management
AI for Distributors: Supporting the Entire Sales Team
The conversation around this approach has moved past the question of whether to adopt it. The real question now is how to deploy AI for distributors in a way that actually supports the people doing the work. Too many solutions focus on one slice of the sales process while ignoring the rest. That approach creates silos, not scale. Jason Sullivan is the Founder and CEO of … [Read more...] about AI for Distributors: Supporting the Entire Sales Team
