Rebate Strategist University: Introduction to Special Pricing Agreements

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A Special Pricing Agreement (SPA) is a pricing technique used by distributors in combination with manufacturers and customers to negotiate on price in competitive market situations, allowing distributors and manufacturers to gain market share. SPAs are also intended to lock in relationships, secure market positioning and guarantee a protected customer-distributor-manufacturer trifecta relationship so that everyone wins.  

Unfortunately, this is not always the case. Because SPAs are so complex, disputes arise frequently, and solving those disputes is difficult due to that same complexity.

Whether you're experienced with SPAs or just getting started, join this webinar to uncover the fundamentals of SPAs, widen your understanding and open up a range of opportunities that will help you and your trading partners thrive.

In this webinar, we will focus on:

  • What is the difference between SPAs and rebates?
  • History of SPAs
  • What are SPAs called in other industries?
  • How manufacturers and distributors approach SPAs differently
  • SPA mechanisms

In this webinar you will discover:


Mark Gilham
Mark Gilham
Mo Barsema
Industry Principle
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