Eye on B-to-B: Best-Buyer Plan Keys to Success

In addition to determining your best customers and calculating the sales increase needed to cover the cost of a best-buyer program, several other factors are critical when implementing customer incentives:

  • Be realistic. Don’t expect a volume discount program to compensate for a mediocre product, says Gary Hennerberg, of Grapevine, TX-based consultancy Hennerberg Group.
  • Know who gets what. If only certain customers are going to qualify for a program, you need to have database and tracking systems in place to keep tabs on them. Otherwise, you may inadvertently offer discounts to customers who don’t do enough business to enable the program to earn its return on investment (ROI).
  • Focus on added service. Price cuts aren’t the only perks that belong in a volume-purchasing program. Offering enhanced services is just as valued by clients, and can help you avoid a price war.

Partner Content

Hincapie Sportswear Finds Omnichannel Success in the Cloud - Netsuite
For more and more companies, a cloud-based unified data solution is the way to make this happen. Custom cycling apparel maker Hincapie Sportswear has leveraged this capability to gain greater visibility into revenue streams, turning opportunities into sales more quickly while gaining overall operating efficiency. Download this ecommerce special report from Multichannel Merchant to more.
The Gift of Wow: Preparing your store for the holiday season - Netsuite
Being prepared for the holiday rush used to mean stocking shelves and making sure your associates were ready for the long hours. But the digital revolution has changed everything, most importantly, customer expectations. Retailers with a physical store presence should be asking themselves—what am I doing to wow the customer?
3 Critical Components to Achieving the Perfect Order - NetSuite
Explore the 3 critical components to delivering the perfect order.
Streamlining Unified Commerce Complexity - NetSuite
Explore how consolidating multiple systems through a cloud-based commerce platform provides a seamless experience for both you, and your customer.