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Reinvigorating revenue streams is a priority for distributors right now, but it’s important to pay attention to the sacrifices that come with certain tactics. These include over-discounting to bring in sales and going above and beyond in service — at a loss — to retain customers.

These aren’t pricing strategies; they’re panic responses. A good pricing strategy has intention and structure, and it doesn’t put margin on the back burner, even for short-term quick wins.

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