Mindset 2 leads to analytical and strategic responses to the tariff impositions. Three principal ones stand out, and they all require segmented data to present you with the best options.

1. strategic pricing - avoid across the board price increases but instead select the product/customer cells that offer the best impact with the least overall disruption.

2. substitutions - attempt to move customers to products that still meet there needs but involve purchases with no or lower tariffs.

3. sharing arrangements - negotiate formal of informal arrangements throughout the channel to spread the tariff according to some agreed upon fairness principal

What follows are introductions to two key data support tools, the Flow-Through Impact calculation and the Total Cost to Fleet Owner calculation.