UK Trade Pricing v. Continental Europe – the good, the bad and the ugly
by James Garden, RedHouse Consultancy

Inconsistencies in trade pricing in the UK pose a huge risk to supplier profitability with suppliers selling at average with over 15% trade price differentials between the major multiples. One recent client would have lost 15% of its total company’s gross contribution if its largest account had bought at the price of its lowest priced account.

This is in part to do with the unstructured, undisciplined approach to trade pricing in The UK. There are certainly some learnings to be had in continental Europe. There are some fundamental differences in the way that continental Europe and the UK approach trade pricing and there are certainly some good practice and bad practice examples on both sides....

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If you would like to discuss this topic or any issues relating to Pricing or trade terms,
please feel free to contact James on:
Mob+ 44 (0) 7798 667057. Tel + 44 (0) 20 8374 8566
Email: james@redhouseconsultancy.com

Date article published: 07/06/2007