Yes I agree with you all - quoting for a volume and not getting it.  Let me tell you all something though - in my state - you would have to check your individual state for oral agreements - if I price a certain item and agree to reduce the item for volume (be it even an oral agreement) and I reduce the price and don't get the volume I am legally able to sue for the loss per the oral agreement.  Let me give you an example - I have certain prices and send them - company calls and says would you reduce and I say for volume yes - and I reduce accordingly and keep my side of the oral agreement but I do not receive volume or do not even receive orderes I can legally sue the company for breach of contract because in my state oral agreements and written agreements can be sued.

Also, Scott I have to say something about having every county the same.  I have come across companies that utilize people that sit in the metro counties and undercut people then use me only for the outer counties for a price that I cannot service them for if I don't get the volume in my inner counties.  And this has happened to several of us to the point that we have told the companies if you don't use us in the metro counties (where most volume is received) we cannot service you in the outer counties.  It is more of a service for my clients that utilize me volume wise in the bigger counties that need an order here or there in the outer counties and have no one to fill them.  You actually lose money by servicing them and that is with me charging just a little more than the inner counties. 

Lisa