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If you have lots of companies in your database, you most likely have related parties that are not tied together when you think about their contracts and pricing.  You need to know how many of these companies are subsidiaries or divisions of much larger firms.  Have your IT guy designate a ‘parent’ code in your accounting system to tie related firms together so you can sort sales by ‘parent code’.  This will tell sales management how much sales are really being generated by one customer through multiple owned locations. For this customer, your top sales managers need to disclose and discuss available corporate discounts that you want them to be aware of to save money with your firm.  These are available with any and all other non-buying facilities within their management.  Offer them this package then every month or two, send them a corporate credit or rebate and show them a company listing of sales  by each facility.  Let them see those that are buying and those that are not which restricts their rebate program. They generally will come to your aid and in order to boost their future rebate checks, they will help to force future purchases from those lax sister divisions.  It will be your responsibility to make all of those divisions happy.

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