Running a price rise without losing accounts: the tier-by-tier method

A badly-run price rise loses accounts not because of the numbers but because of the surprise. The tier structure is what lets you do it properly.

Decide per tier, not per SKU

With formula-driven tiers, the rise is a formula change: adjust the markup or discount per tier and recalculate. You can be deliberate — protect the wholesale tier that anchors your volume, move the trade tier the full amount — instead of hand-editing thousands of cells under pressure.

Preview before you push

Run the new formulas, review the grid, and export the before/after for the accounts that matter. Attractive rounding means the new numbers look decided, not inflicted. Only when you are happy does anything reach Linnworks.

Tell people like a supplier, not a utility

Date the change, give notice, and honour quotes already issued. Accounts with negotiated lines keep their exceptions — that is what per-SKU overrides are for — and your best customers hear it from you, not from an invoice.

With B2B Price Tiers, the mechanical part of a rise is minutes: edit formulas, review grid, push to Linnworks. The diplomacy stays yours.

Questions, or want a tool we don't have yet? Email hello@grafto.co.uk — a real person replies.