Selling Delivered Delivers the Goods

Abstract

Britain's share of overseas trade would increase if more companies were to change to a door‐to‐door pricing system — a price inclusive of transportation. In a survey, tradition was given as the main reason for companies not using “delivered” pricing. It is argued that this system serves customers in a particular area more cost‐effectively, control is greater when selling via subsidiaries or agents, which offers the potential for improving customer service levels.

Citation

Fitchett, J. (1987), "Selling Delivered Delivers the Goods", Industrial Management & Data Systems, Vol. 87 No. 7/8, pp. 12-12. https://doi.org/10.1108/eb057482