Although I had the same policy - over 10 in one county for a small discount, I don't think we should have ever done it either.  My reason is this - you should always get your full price no matter how many orders it is  that volume that you get sometimes that would enable you to have the funds to carry you through the slower times.  What I think we are dealing with right now is that we can no longer expect the amount of orders we used to get that allowed us to give a relatively low flat rate to our product.  We are going to have to increase our fees significantly because no one has the volume to cover the expenses we incur to service each county.

The ones of us that stay in business will come to the conclusion that it is no longer feasible to keep our rates when our costs are now being spread over 2 orders a day per county instead of 10 (example).  The cost of travel, parking fees, etc now become 10.00 per order instead of .50 per order.  I am not even going to try and make any client "understand" - its just the way it is.