Charging differently.
WHERE IT IS LEGITIMATE
Volume discounts for larger orders Trade prices for resellers Loyalty pricing for established customers Different packages for different needs
WHERE IT CAUSES PROBLEMS
Ad hoc pricing based on what you think someone will pay Prices that vary with your mood or your cash position
WHY THAT MATTERS
Customers talk. Inconsistent pricing discovered damages trust.
WHAT TO ESTABLISH
A structure you can explain.
"Orders over this quantity get this rate" is defensible.
FOR TRADE AND RESELLER PRICING
Set clear qualification criteria.
FOR LONG-STANDING CUSTOMERS
Honouring old prices is a choice, not an obligation.
If you do, state it as a deliberate concession, not a permanent right.
WHAT TO AVOID
Discounting for the customer who pushes hardest.
That rewards pressure and punishes the reasonable.
WHAT TO KEEP
A record of who is on what pricing and why.
