They should be pleasant for the client, but at the same time not bring losses to the enterprise. In addition, the bonus system should be the same for all clients of the same level. The regulations should specify the conditions under which a discount is provided (for example, someone who makes a third wholesale purchase can count on it). We must not forget about the accumulation system, because it is also quite attractive (for example, regular customers can count on a low cost when paying for goods of a certain category). The document should also note the conditions for providing seasonal discounts.
Some companies offer special bonuses to those who prepay for goods.
Example: The general physician database principle of pricing is based on the establishment by the company of a base price for products (monthly), indicated in the price list, and on the application of a system of discounts that is interconnected with the indicators of past purchases and the method of delivery of the goods.
It is reasonable to calculate the discount for the quantity of goods and the delivery feature as follows:
the client can purchase the product at a discount if the delivery volume is more than 100 tons of the product per month. The minimum discount will be 150 rubles per ton, and the maximum will be 400 rubles for the same volume. The buyer can count on the last promotion if he makes a purchase of more than 2,500 tons of the product from the company per month;
The client is guaranteed a 3% discount on the total cost if he makes an advance payment of at least 45% of the monthly purchase volume.
Payment deferment
In order to avoid uncontrolled shipments and not contribute to the growth of overdue accounts receivable, it is appropriate to prescribe rules in the commercial policy that will make the shipment of goods with deferred payment as accessible and understandable as possible. The regulations should specify the conditions for providing the benefit, with special attention to the importance of the credit rating of clients.
The rating can be based on several indicators:
history of payment relationships between the company and the customer of the goods;
the volume of products that the company sells thanks to this client;
possible risks of non-payment;
the client's financial statements and the financial ratios calculated on this basis.
Payment deferment
It is necessary to assign special rules for possible deferral of payment for goods to each category of buyers, for example:
Category "A", which includes clients with high creditworthiness. They can be offered better terms for deferment.
Category "B", which includes clients with average creditworthiness indicators. They may be granted only a minimal temporary deferment.
Category "B", which includes customers with extremely low creditworthiness. They should only deliver goods after full prepayment.
An alternative to categories is limits approved by management. In this case, the document specifies the maximum possible payment deferment, which is no more than "X" days, and the price of the product is no more than "Y" rubles. Buyers can count on a deferment only under such conditions