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Specialty Mix and Fees
Why a wholesaler’s specialty share changes the fee conversation even when the brand is not specialty.
Specialty is the growth and the service load. A wholesaler that is more specialty is a different counterparty than the one that filled the retail box last decade.
Bring the mix number to the fee meeting. It explains the ask before the ask is made.
Key takeaways
- Mix explains the fee
- Specialty is the service load
- Retail history is not the current P&L