Conquer B2B Pricing Complexity with Pricing Automation

In this blog I’ll discuss how pricing automation is the way to sanity.

Imagine this:

Your sales rep closes a huge deal with a customer who insists on a customized pricing contract.

High-fives are exchanged, but as the adrenaline rush fades, the realization sets in - someone now must manage that contract.

In comes the dreaded spreadsheet, the ever-growing list of SKUs, unique discounts, variable terms, and that one customer who needs a different price on Tuesdays (seriously, why?).

As VP of Sales for BMI, I’ve witnessed it many times: managing complex pricing scenarios is not just a headache; it’s a full-blown migraine for office, business, and janitorial supplies dealers and distributors.

• Each customer demands unique pricing, whether it’s bulk discounts, tiered pricing, or contract-specific terms.

• Sales need flexibility to win deals, but for the administrative team, it’s a never-ending saga of manual updates, double-checking, and the constant fear of costly errors.

Welcome to the wild world of B2B pricing. Buckle up – it’s about to get interesting.

The Price of Doing Business: A Tale of Complexity and Chaos

I’ve seen first-hand in the office, business, and janitorial supplies industry that no two customers are alike.

One customer demands rock-bottom prices because of high order volume. Another needs custom pricing for specific products.

And then there's that big client who insists on contract terms more complicated than your last tax return. (Sorry to bring that up!)

What happens when you try to manage all this manually?

1.    Sales Flexibility, Admin’s Nightmare

Sales reps live for the thrill of negotiation. They’ll promise discounts, price tiers, and other incentives to close the deal.

But then they pass the contract to the back office. Cue the collective groan from your admin team as they face the Herculean task of manually updating price lists, inputting special terms, and keeping track of expiration dates.

2.    Contract Complexity: Customization Overload

Each contract is unique – different discounts, product bundles, start and end dates, and even price review clauses.

Keeping track of these variations is a full-time job (or five). Oh, and don’t forget the customers who want to renegotiate mid-contract. That’s when it gets fun…

For example, consider this scenario:

Customer-Specific Pricing: You negotiate a contract with “Yoshi’s Contract” in Dynamics 365 Business Central, assigning it to a specific customer (Code: 200034). The contract has a start date of 9/1/2022 and an end date of 3/31/2025. But that’s not all – it involves multiple line items, each with unique price class codes, product types, and pricing methods. Imagine managing all of that in a spreadsheet. 

Exactly – it’s a nightmare.

3.    Human Error: A Pricey Problem

When you rely on manual processes, human error is inevitable.

A misplaced decimal point can turn a profitable order into a financial disaster.

And who’s to blame? 

The spreadsheet that froze mid-update?

The tired admin who’s been staring at numbers for eight hours straight?

The stakes are high, and the margin for error is razor-thin.

4.    Lack of Visibility and Control

You can’t manage what you can’t see.

If your pricing data is scattered across spreadsheets, email threads, and sticky notes (we’ve all been there), it’s nearly impossible to get a clear view of your pricing strategy’s effectiveness.

Are those discounts really driving volume? Or are they just eating into your margins?

The Sales-Admin Tug of War: It Doesn’t Have to Be This Way

Sales teams need flexibility. They need the freedom to negotiate and close deals without jumping through hoops. But that flexibility often comes at the expense of administrative sanity.

Administrative teams need order. They need consistent processes, accuracy, and clear visibility to manage contracts effectively.

So, how do you give sales the flexibility they need without burying the admin team in a mountain of paperwork?

Enter BMI: Your Guide Through the Pricing Labyrinth

Over the years, I’ve seen it all.

Our team has worked closely with office, business, and janitorial supplies dealers and distributors, helping them navigate the complex world of pricing and contracts.

Customers have let me know what it’s like to juggle multiple pricing scenarios – from volume discounts to customer-specific contracts – and the constant balancing act it requires.

I’ve watched businesses wrestle with spreadsheets, lose track of expiration dates, and struggle with inconsistent pricing that leads to confusion and costly errors.

I’ve also seen the consequences of getting it wrong – lost revenue, dissatisfied customers, and strained internal relationships. It’s frustrating, time-consuming, and ultimately, unsustainable.

But it doesn’t have to be this way.

There is a better solution. Introducing SupplyAutomate, designed by the experts at BMI to solve these exact challenges.

It seamlessly integrates with Microsoft Dynamics 365 Business Central in the cloud, streamlining the entire pricing process.

Whether you’re managing complex contracts or adapting to unique customer demands, SupplyAutomate makes it easier, faster, and more accurate.

SupplyAutomate transforms businesses, empowering them to take control of their pricing strategies with confidence and efficiency.

If you’re ready to leave the chaos behind and embrace a smarter way of doing business, SupplyAutomate is the way forward. 

SupplyAutomate, designed by BMI experts and seamlessly running on Microsoft Dynamics 365 Business Central in the cloud.

SupplyAutomate: The Solution You Didn’t Know You Needed

Imagine having a system that:

• Centralizes All Pricing Data: No more scattered spreadsheets or conflicting versions. All your contracts, pricing rules, and customer terms are stored in one place, easily accessible and up-to-date.

• Automates Complex Calculations: From tiered pricing to contract-specific discounts, SupplyAutomate handles all the heavy lifting. You set the rules, and the system does the math – accurately, every time.

• Real-Time Integration with Dynamics 365: SupplyAutomate seamlessly integrates with Dynamics 365 Business Central, enabling you to assign unique contract codes, customer-specific pricing, and detailed line items just like “Yoshi’s Contract.”

  Whether you’re managing a price group code like “CONTRACT” or configuring multiple product types and price methods, it’s all automated and accurate.

• Provides Real-Time Visibility: Instantly see how different pricing scenarios impact your margins. Get actionable insights to make strategic pricing decisions with confidence.

• Ensures Contract Compliance: Never worry about outdated pricing or missed expiration dates. SupplyAutomate keeps track of all contract terms, automatically updating prices as needed.

• Empowers Sales Without Overloading Admin: Sales reps can quickly access accurate pricing information and create quotes on the fly, while the admin team enjoys streamlined processes and fewer manual tasks.

Why SupplyAutomate? Because You Deserve Better

Let’s face it – manually managing pricing contracts is a losing battle. It’s time-consuming, error-prone, and downright frustrating. But it doesn’t have to be this way.

SupplyAutomate is designed specifically for office, business, and janitorial supplies dealers and distributors.

It’s not a generic solution trying to fit your unique needs into a one-size-fits-all box.

It’s built by industry experts who understand your challenges and are committed to helping you overcome them.

We’ve helped countless businesses streamline their pricing processes, improve accuracy, and increase profitability.

And we can do the same for you.

Final Thoughts: Because Pricing Shouldn’t Be a Horror Movie

Let’s be real – managing complex pricing contracts is about as much fun as a root canal. But with the right tools and strategies, it doesn’t have to be painful.

At BMI, we’re passionate about helping office, business, and janitorial supplies dealers and distributors conquer the chaos of B2B pricing. We know what it takes to succeed in this competitive industry, and we’re here to help you every step of the way.

Ready to See the Difference?

If you’re tired of wrestling with spreadsheets, stressing over contract terms, and losing sleep over pricing errors, it’s time to make a change.

I’d love to show you SupplyAutomate in action and discover how it can revolutionize your pricing strategy. Because the only thing scarier than complex pricing contracts… is not having a solution.

Schedule a demo today.

About the Author:

I’m Raymond Hill, Vice President of Sales for Business Management International (BMI).

At BMI, we offer solutions specifically for the Business Products and Janitorial Supply industries. Our flagship ERP product, BMI SupplyAutomate, is a complete end-to-end solution, including eCommerce capabilities, all based on Microsoft Dynamics 365 Business Central.

This state-of-the-art software is designed to streamline your operations, and with Microsoft’s long-term commitment to Business Central, it’s a solution you can rely on for many, many years to come. Reach out to learn more.