CPQ for distributors — per-customer price books and tiered volume without 'just this once'
Trade price books per customer segment, a tight self-serve limit for thin margins, and the reason code that turns 'just this once' into a record.
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Why wholesalers and distributors selling to trade accounts discount differently
Distribution runs on 10–20% gross margin, so the leakage is not the big discount — it is the 3% override a rep gives a good account every week. This pack starts approvals at 3%, keeps contractor pricing in its own price book so it never needs a discount, and asks for a reason above 5%.
The ladder this pack starts you on
| Who signs | Discount | What happens |
|---|---|---|
| Self-serve | up to 3% | No signature — the rep finalizes it. |
| Sales Manager | above 3%, up to 8% | Signs, then hands it on if the discount climbs further. |
| Regional Director | above 8%, up to 15% | Signs, then hands it on if the discount climbs further. |
| Finance | above 15%, up to 22% | The last rung: past it nothing finalizes. |
- Margin floor 12% — a quote under it routes to Finance.
- A reason code on any line discounted more than 5%.
- Delivery is capped at 0% off — it never takes a discount.
A starting point, not a benchmark: it imports as a staged draft that prices nothing until someone in your workspace publishes it, and every number above is one field to change. The policy builder and the leakage audit will tell you where yours should sit.
What's in the catalogue
6 products in 4 categories, 2 menus to find them by, 1 example bundle and 2 example rules — the bundles and rules ship switched off.
| Category | Products |
|---|---|
| Pipe & fittings | PVC pipe, 2 in, case of 20 ($64.00 / case) Elbow fittings, 2 in, box of 50 ($38.00 / box) |
| Valves | Ball valves, 1 in, case of 12 ($96.00 / case) |
| Consumables | Thread seal tape, 12-pack ($14.00 / pack) Garden hose, 50 ft ($42.00) |
| Delivery | Delivery, box truck ($95.00) |
Fictional sample — every product, price and customer in this pack is invented. Edit or delete me.
A worked quote, priced by the engine
For Fabrikam Plumbing Supply (fictional), on a 12-month term. These numbers were produced by the same pricing engine that prices a live quote, when this page was generated.
| Item | Qty | Unit | Discount | Net |
|---|---|---|---|---|
| PVC pipe, 2 in, case of 20 | 60 | $64.00 | 4% | $3,686.40 |
| Elbow fittings, 2 in, box of 50 | 40 | $38.00 | 4% | $1,459.20 |
| Ball valves, 1 in, case of 12 | 25 | $96.00 | 2% | $2,352.00 |
| Delivery, box truck | 1 | $95.00 | — | $95.00 |
Subtotal $7,592.60, tax $626.39, total $8,218.99. Blended margin 22.6% against a 12% floor. At a 4% maximum discount this quote routes to Sales Manager.
It pairs with
Acumatica, NetSuite, SAP Business One — the back offices wholesalers and distributors selling to trade accounts most often run. Glime's connectors for these are in preview and not yet offered for a live company file — connector status — so today the workspace export and the REST API carry the order across.
Pick someone else if…
- Your reps quote from inside the ERP's order entry screen all day — Glime adds a step unless quotes are the negotiated exceptions.
- You need rebates and vendor chargebacks computed on the quote — Glime does not calculate supplier rebates.
Other trades
Light manufacturing · MSP & IT services · B2B SaaS · Professional services & agencies · All packs
See it in the sandbox
The product is the demo. Open a live, read-only workspace — no signup — or start a free 14-day trial.