Distributors should strive to practice good-pricing hygiene. For example, don’t underprice SKUs or customers if they will continue to (happily) buy from you at higher prices. But, consider also the positive trade-off of lower prices in exchange for larger average order-size buying. What are your general buying and selling incentives for increasing order size?

In 2018, a $100 million contractor-supply distributor had roughly 4,000 active accounts. More facts: