70 the ELECTRICAL DIS TRIBUTOR • Feb. 16 www.tEDmag.com
The Progress and the Problems
SPECIAL PRICING AUTHORIZATIONS (SPAS) REDUCE
distributor book price to better fit overall market changes
or meet the competitive cost requirements of individual
transactions. They protect a distributor’s bottom line.
They also solidify partnerships, simplify procurement,
and stabilize pricing so distributors remain competitive.
So why are they such a headache? By D. Douglas Graham