Special Pricing Agreements: The Story of Generational Fatigue

Have you ever heard the term "generational fatigue"? It’s the perfect phrase that comes to mind when the topic of Special Pricing Agreements (SPAs) comes up. It captures that feeling of spinning in circles—years of discussion, countless meetings, and yet, little to no real progress.  

Back in 2015, NAED conducted a study on how to standardize SPA practices between Manufacturers and Distributors. The goal was noble: streamline processes, eliminate inefficiencies, and create a shared framework that everyone could adopt. But here’s the reality: many companies simply don’t have the time, resources, or bandwidth to overhaul or modify their existing ERP systems to accommodate the needed changes. And what happens when change feels impossible? The industry stalls. That’s generational fatigue in action—lots of talk, but no significant movement forward. 

It’s not that the need isn’t there. It’s just that the complexity of SPAs, coupled with legacy systems and competing priorities, creates a kind of inertia that’s hard to overcome. Meanwhile, inefficiencies persist, costs stack up, and opportunities for improvement are left untapped. The conversation around SPAs keeps happening, but without the tools or resources to execute, it feels like we’re treading water. 

The question isn’t whether change is needed—it’s how do we move past the fatigue? How do we provide practical solutions that empower companies to take action, rather than being bogged down by complexity? That’s where innovation and simplification come in. The answer isn’t just in standardization; it’s in creating platforms and tools that make these processes more accessible, scalable, and actionable. Because let’s face it—if we don’t address this, we’re destined to keep having the same conversations for another generation. 

That is exactly where Celerity Enterprises steps in. Created by the industry, for the industry, Celerity provides the standardization everyone has been searching for—without requiring any organization to modify their existing ERP systems. We accept any SPA format, clean it up based upon the Manufacturer rules, and map it directly into any Distributor ERP system. Our platform is agnostic, agile, and built to handle any form of documentation. 

Here’s how it works: Celerity builds rules based on each Manufacturer's specific requirements. SPAs are transformed into standardized formats and seamlessly submitted into any Distributor system.  

It doesn’t stop there. Celerity receives POS data from Distributors in any format—API, EDI, Excel, CSV, or otherwise—and cleans it based on the Manufacturer’s unique rules. The result? Each claim is consistent and accurate, with no need for the Rep Agent, Manufacturer, or Distributor to alter their systems. The process becomes standardized, efficient, and transparent, all while delivering real-time actionable insights to every stakeholder. 

This approach removes barriers and provides speed to market for all parties involved. Imagine being a Manufacturer where every single claim comes from one centralized source—consistent, efficient, and accurate. No more messy claims. No more back-and-forth confusion. Just clean, actionable data that works for everyone. 

This is how we break free from generational fatigue. With Celerity, the new generation no longer has to worry about endless conversations with no movement. Instead, they get a system that works—faster, smarter, and cleaner. It's time to say goodbye to inefficiency and hello to a streamlined, profitable, and future-focused industry. This is the promise of Celerity Enterprises.