Build It Better

Infographic & report: The impact of COVID-19 on B2B rebate deals


The COVID-19 pandemic caught companies and whole industries off guard, as they experienced dramatic and sudden changes in demand and revenue.

One of the most visible impacts of the pandemic has been the strain on the global supply chain. This was further exacerbated by manufacturers, distributors and all those selling “non-essential” goods being forced to temporarily close, with government-enforced lockdowns and social distancing regulations causing supply chain disruption and/or a collapse in demand.

Although at the time of writing our report lockdown measures have begun to ease around the world, the shock of COVID-19 is still far from over. The next phase we’ve entered has just as many challenges as the first, with businesses entering an era that requires new strategies to ensure survival and a return to growth.

B2B deals have always had an important role to play in aligning distributors and suppliers around mutually shared objectives, to oil the wheels of making business happen, and ultimately to better serve customers.

When the pandemic started, Enable heard from many customers about the importance of re-forecasting sales and purchases and renegotiating rebates deals appropriately, to make sure they remain linked to reality. There is nothing more frustrating than having incentives that are impossible to achieve.

What follows in our report are the summarized views of 100 sales, purchasing and finance professionals operating across the supply chain. This report looks at current and future impacts of the pandemic, with a focus on how sales, purchasing and finance teams manage their rebates and other forms of B2B deals pre and post COVID-19.

We commissioned this survey to help us not only to learn and improve our product, but more importantly the lives of sales, purchasing and finance teams who negotiate and execute rebate deals throughout the supply chain.

Rebates drive behavior and, when implemented correctly, will help to fuel the economic recovery by providing the right incentives to the right trading partners at the right times.