Scott Sinning from MarginMax Partners has been sharing ideas to help industrial supply distributors improve their profitability this year with his articles on plugging leaks, using SPAs, and more.

Now he’s offering a webinar on SPAs next week.

The Cost of a Broken SPA

If you are involved in sales management, purchasing, finance, SPA administration or have anything to do with SPAs, I encourage you to attend … or at least have someone from your team attend.

Most distributors aren’t losing margin because of one big, obvious problem. It’s happening inside processes that look fine on the surface but break down in execution.

Special Pricing Agreements (SPAs) are one example. SPAs are designed to protect margin and drive growth. But there are cracks in the armor:

• Pricing doesn’t get executed as negotiated.
• Ownership is fragmented across teams.
• Visibility into margin performance is limited.

Meanwhile, the back end of the process creates a second problem: cash. Reconciliations are delayed, manual, and reactive. That means cash tied to SPAs can sit unresolved long after the sale is made.

Where SPAs Break Down and What That Costs You

SPAs aren’t inherently flawed. But in many distribution companies, they aren’t managed as a true end-to-end process. There’s no single owner accountable for performance, and visibility into margin is limited. Distributors are experiencing:

• Margin erosion through inconsistent execution
• Revenue leakage through poor compliance
• Cash flow delays from aging reconciliations

The distributors getting it right are treating SPAs differently. They’re tightening governance, aligning ownership across functions, and building visibility into how agreements perform in the real world, not just how they were designed.

If you want to understand what to do about it, we’re breaking it down in an upcoming session.

Free Webinar: Where Margin Hides (and How to Capture It)

Join me April 15 at 12 ET for a free session.

I’ll walk through not only how SPAs are draining margin and cash, but we’ll also explore two other ways distributors are leaving money on the table. That includes why cost increases don’t translate into price and the gap between price-setting and price-getting. Bring your questions.

Register here: https://www.marginmaxpartners.com/webinar