SPA Practices: The Present Conundrum & the Path Forward

Channel partners continue to struggle with Special Pricing Authorizations (SPAs) despite efforts to reduce their frequency, streamline the process, and create uniform standards. This report aims to take a look at the fundamental issues that still impede this process and facilitate a dialogue between supply partners on these concerns.

Based on input from a number of NAED manufacturer and distributor partners, and the extensive experience of ICRG, the report will provide actionable recommendations regarding the SPA process related to these three questions:
  • What are the fundamental market forces that drive the propagation of SPAs?
  • What are the realistic prospects for improving the SPAs process?
  • What are some potential alternatives to using SPAs?





Featured Video

Michael Marks, SPA researcher, presented this research at a recent NAED regional conference. Click on the video below to watch his session.




  Primary Subject Area:

  Channel Matters

  Published:
  2015

  Prepared by:
  Indian River Consulting Group

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Special Pricing Authorizations: The Present Conundrum
Channel partners continue to struggle with Special Pricing Authorizations (SPAs) despite efforts to reduce their frequency, streamline the process, and create uniform standards. This report aims to take a look at some of the fundamental issues that still impede this process and facilitate a dialogue between supply partners regarding these concerns.

Upon purchase of the report you will receive an email confirming your order, followed by an additional email with a link to the report.

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