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April 2003
Distributor Pricing Part II:
Understanding the Basics of Programming
by Veronica Barclay
Part One of this series defined the pricing components and formulas that help contribute to establishing distributor profit levels. This article will review basic programming and incentive terms, define their functions, and explain how they can impact your brand's price structure and market position.What Is Programming?Programming is a sales promotional tool used to help obtain sales and marketing goals. Developing "programs" such as special purchase allowances, new account contests, or depletio...
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