Jun 11, 2020

5 Essential Tips for Improving Your B2B Rebate Programs

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When implemented properly, B2B rebate programs are one of the most powerful pricing strategies for boosting sales, improving customer loyalty and influencing desirable customer behaviours. 

No matter if you’re looking to incentivise and reward buyers for making large purchases, generate demand for high margin products, move old inventory, or drive revenue or volume growth in a particular product line, your B2B rebate programme can help you do it all.

When you offer the right incentive to the right buyer at the right time, you can increase sales volume and meet your most important business goals. However, due to their inherent complexity and the many different types of rebate you can offer – volume rebates, value rebates, growth rebates, product mix rebates, to name but a few – B2B rebate incentive programmes can quickly become difficult to manage if not structured correctly.

The problem, of course, comes from offering multiple rebates to multiple buyers across multiple products. Before long, you’re faced with the huge administrative challenge of trying to record and track all the agreements you’ve made, keep on top of any changes that occur, constantly perform recalculations based on those changes and manage all the rebate claims that come pouring in.

What, then, can organisations do to improve the rebate management process?


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