September 2019 webinar recording
It’s common knowledge that complex rebate deals typically cause significant pain – or cause for dispute – between both parties involved, but does having deep, granular information on the details of the products sold as part of these deals help or hinder complex rebate deals? And how does this impact relationships between customers and suppliers?
In this blog post we examine the nature of granularity in customer and supplier deals and consider whether having granular information is a good or a bad thing.
Complex rebates: what are they and what types of complex rebates are used?
A complex rebate deal is anything over and above a typical, simple deal such as a percentage back on turnover generated from a single product line. They are often used to provide growth incentives for key products and can include numerous variations on these top 7 types of rebate deals or even something like central distribution rebates when helps suppliers reduce the cost of deliveries to branch level, and help their customers pay for more of their own delivery network as a result.
Challenges with managing complex deals
We’ve talked extensively about the danger of managing rebate and customer deals in spreadsheets in the past – covering Excel errors, and why manual rebate systems are like fighting blindfolded (we even did a webinar on this subject). So it’s no surprise that when it comes to drilling down to the nitty gritty details of rebates: product lines, categories, branches, promotion types and so-on, trying to handle granularity with a tool that is designed for manual data processing is asking for trouble.
Going granular can even help you find more money!
At Enable we help companies manage all their deal types: on both the customer and the supplier side (which is why we call it the Deal Economy) and we help improve relationships between both parties. However, the irony is that when companies are able to drill down into the correct depth of granular detail they aren’t just able to improve rebate accuracy: they have actually been able to find lost revenue.
Some of our clients have just switched to using granular data and have found existing revenue in their deal structure just by going back to the proper data.
Next steps: find out how granularity can help you maximise your deals – watch the webinar
Get a quick (yet thorough) overview of the importance of granularity in supplier deals in this webinar interview between Lucy and Phil at Enable.
In less than 19 minutes we cover the following key points:
- What are complex rebate deals?
- Challenges and benefits of complex deals for businesses
- What should most businesses priority be when it comes to deal management?
- How granularity impacts complex rebate deals