Quote price application
Overview
When creating quotes for your B2B customers, you have two options for how the quoted prices will be applied once the quote is accepted. Understanding these options helps you make strategic pricing decisions that align with your business goals.
The Two Application Methods
Method 1: Apply to B2B Catalog (Future Orders)
When you enable "Apply quote price to future orders," accepting the quote will permanently update your B2B catalog pricing for that specific company location.
How it works:
Quote price becomes the new catalog price for this customer
All future orders from this company location will use the updated price
The price change is permanent until manually adjusted
Only affects the specific company location, not other customers
Method 2: One-Time Deal Only
When you leave the option unchecked, the quoted price applies only to the current transaction.
How it works:
Quote price is used only for this specific order
B2B catalog pricing remains unchanged
Future orders continue using your standard catalog prices
No permanent price changes are made
Key Differences Comparison
Price Duration
Permanent until changed
Single transaction only
Future Orders
Uses new catalog price
Uses original catalog price
Catalog Impact
Updates B2B catalog
No catalog changes
Price Consistency
Consistent pricing going forward
May create pricing confusion
Revenue Impact
Ongoing price reduction
Limited to one order
Administrative Effort
May require future price management
No ongoing management needed
Customer Expectations
Customer expects same price next time
Customer understands it's a special deal
Relationship Building
Creates long-term pricing relationship
Maintains flexibility
When to Use Catalog Updates
Recommended scenarios:
Volume-Based Pricing Adjustments
Customer commits to higher order volumes
You want to reward loyalty with permanent better pricing
Establishing tiered pricing based on customer size
Market Competition Response
Matching competitor pricing permanently
Adjusting to market rate changes
Standardizing pricing across similar customers
Strategic Account Management
Key customers requiring consistent pricing
Long-term partnership agreements
Simplifying future ordering process
Example: A customer orders 1,000 units monthly and requests a volume discount. You quote $8/unit (down from $10) and enable catalog updates. Future monthly orders will automatically be priced at $8/unit without needing new quotes.
When to Use One-Time Deals
Recommended scenarios:
Special Circumstances
End-of-quarter sales pushes
Clearing excess inventory
Customer-specific budget constraints
Testing and Negotiation
Testing price sensitivity
Trial pricing for new customers
One-off promotional opportunities
Maintaining Pricing Strategy
Preserving your standard pricing structure
Avoiding precedent for price reductions
Keeping pricing flexibility for future negotiations
Example: A customer needs 500 units urgently but has budget constraints. You quote $7/unit (down from $10) as a one-time accommodation. Their next order will return to standard $10/unit pricing.
Decision Framework
Ask Yourself These Questions:
1. Is this a pricing strategy change?
Yes → Consider catalog update
No → Use one-time deal
2. Do you want this price for future orders?
Yes → Use catalog update
No → Use one-time deal
3. Is the customer expecting ongoing pricing?
Yes → Use catalog update
No → Use one-time deal
4. Will you be comfortable with this price long-term?
Yes → Use catalog update
No → Use one-time deal
Best Practices
For Catalog Updates:
Document the reason for the price change in your records
Set review dates to evaluate pricing periodically
Communicate clearly with the customer about the permanent nature
Consider volume commitments to justify the price reduction
Monitor profitability impact over time
For One-Time Deals:
Be explicit about the special nature of the pricing
Set clear expectations that future orders return to standard pricing
Use sparingly to maintain the "special" nature
Document the business reason (inventory clearance, competition, etc.)
Follow up appropriately without automatically offering similar deals
Common Mistakes to Avoid
Catalog Updates:
Updating prices without considering long-term profitability
Not setting volume or commitment requirements
Failing to communicate the permanent nature to customers
One-Time Deals:
Using too frequently, making them expected rather than special
Not being clear about the temporary nature
Creating customer confusion about your pricing structure
Managing Customer Expectations
When Using Catalog Updates:
"This pricing reflects our new partnership level and will be your standard rate going forward."
When Using One-Time Deals:
"This is a special accommodation for your current order. Future orders will return to our standard catalog pricing."
Monitoring and Analysis
Track the following metrics:
Quote acceptance rates for each method
Customer reorder patterns
Profitability impact over time
Customer satisfaction and retention
Sales team feedback on pricing flexibility
Summary
The choice between catalog updates and one-time deals depends on your business strategy, customer relationship goals, and long-term profitability objectives. Catalog updates work best for strategic pricing changes and key account management, while one-time deals are ideal for special circumstances and maintaining pricing flexibility.
Remember: You can always adjust catalog prices later, but customer expectations are harder to manage once set. Choose the method that aligns with your overall pricing strategy and relationship goals with each customer.
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