Study Seeks Extent of Problems and Opportunities in SPAs

Special pricing agreements drive somewhere between 10 percent and 50 percent of electrical distributors’ sales, according to a recent study. Most distributors consider SPAs with their suppliers a key source of competitive advantage, but they continue to be frustrated by the complexity of the process and the certainty that they’re leaving a lot of money on the table. Nonetheless, electrical distributors and manufacturers both expect their use of SPAs to increase in the coming years.

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