Customer-Specific Pricing in Sage 100: Setup & Best Practices
Pricing complexity is one of the most common reasons sales teams resort to manual quote overrides. Here's how Sage 100's pricing tools can reduce that.
Many distributors end up with sales teams manually overriding prices on nearly every order — not because Sage 100 can't handle pricing complexity, but because the pricing structure wasn't configured to match how pricing actually works for the business.
Pricing Tiers and Customer Groups
Sage 100 supports pricing at multiple levels — by customer, by customer group/tier, by item, and by item category. Grouping customers by pricing tier (rather than setting prices individually for every customer) makes pricing changes manageable as the customer base grows.
Quantity Break Pricing
Quantity-based pricing — where unit price decreases at certain order quantities — can be configured at the item or item-category level, automatically applying the correct price as order quantities change.
Contract Pricing and Date Ranges
For customers with negotiated contract pricing for a specific period, Sage 100 can apply date-bound pricing that automatically expires, reducing the risk of contract pricing being applied (or not applied) incorrectly after a contract period ends.
Why Manual Overrides Happen
Manual price overrides typically happen when the configured pricing structure doesn't reflect an exception that occurs regularly — a specific customer's negotiated rate, a promotional price, or a special handling charge. If the same override happens repeatedly, it's usually a signal that the pricing structure needs to be expanded to cover that case formally.
Auditing Pricing Configuration
Over time, pricing structures accumulate exceptions and overrides that may no longer reflect current agreements. Periodically auditing pricing configuration against actual current customer agreements helps catch outdated pricing that's still being applied.
Does Sage 100 support customer-specific pricing?
Yes. Sage 100's Sales Order module supports pricing by customer, customer group, item, and item category, including quantity break pricing and date-bound contract pricing — reducing the need for manual price overrides when configured to match actual pricing agreements.
Related Services
This topic connects directly to our core service areas: Sage 100 Distribution, Sage 100 Consulting, and Wholesale Distribution ERP. If you're working through a similar challenge, contact us for a free consultation.
