Distributors and wholesalers sell the same product at different prices to different customer groups: one price for dealers, another for corporate end users, another for large orders. When these prices live in spreadsheets and in reps’ heads, quotes become inconsistent and margin quietly disappears.
1. Separate prices by customer group, not by customer
Keeping a separate price list for every dealer quickly becomes unmanageable. Instead define 3–5 price books (e.g. Standard, Dealer A, Dealer B, Corporate) and assign each customer to a group. Exceptions should be handled through approved discounts, not through extra lists.
2. Set three limits for each product
| Limit | Why it matters |
|---|---|
| List price | The starting point of the quote; reps don’t type it by hand |
| Minimum / maximum quantity | Dealer prices apply only from a certain quantity |
| Maximum discount (%) | The upper limit of the discount a rep can give alone |
The maximum discount controls the most common cause of margin loss: the “one last discount” given at the table.
3. Use quantity-based tiered pricing
Tiers such as “120 TRY up to 100 units, 8% off between 100 and 500, 105 TRY above 500” give customers a reason to order more and standardise negotiation. Tiers can be specific to a price book or apply to all of them.
4. Route exceptions to approval
If a discount above the limit is needed, the rep sends the quote for approval and the manager approves or rejects it with a comment. Exceptions become possible and are recorded.
5. Date your price changes
Instead of overwriting old prices, prepare new-period prices as a new price book and select it on quotes from the switch-over date. You never lose track of which price an older quote used.
In CRModular
On the Price Books screen you define several price books and, for every product, the list price, minimum/maximum quantity and maximum discount percentage; quantity-based tier rules (fixed price, percentage or amount discount) can be added. When a price book is selected on a quote, line prices come from it; a line that exceeds the allowed discount is not saved, and exceptions are handled with quote approval. Details: Quote Management and CPQ, CRM for Distributors and Wholesale and the help article Products and price books. The application interface is currently in Turkish.