Rebate management blog - Page 24 - Enable

Managing B2B deals post merger and acquisition

The Deal EconomyMay 11, 2017

We are witnessing a huge volume of merger and aquisition activity. 2015 saw the highest level of merger and acquisition activity in the UK with over 6500 mergers and acquisitions being completed in the UK with a total value of £433bn. Fast forward to today and merger and aquisition deals have totalled $42.9bn (£35bn), down 69 per cent on the same time last year, according to data from Refinitiv. But despite the large drop in value, the number of deals has fallen only five per cent. What are mer...Continue reading

5 sales tips for distributors in the building materials industry

The Deal EconomyApril 19, 2017

The worldwide building materials sector is buoyant at the moment. According to StrategyR the global construction materials market is expected to grow to $US1.1 trillion by 2020. The biggest growth area is expected to be AsiaPac, closely followed by the US. This should be music to the ears of those in the building materials industry as the demand for construction materials will ripple through to increased demand for industrial, plumbing, HVAC, electrical and other building supplies. But that’s n...Continue reading

129 million reasons to address the symptoms of poor rebate accounting

The Deal EconomyMarch 28, 2017

Today it was announced that Tesco has agreed to a £129m fine to avoid prosecution by the FCA for overstating its profits in 2014. The root of the problem is believed to be premature recognition of rebate income from suppliers. For organisations that benefit from supplier or vendor rebates, the spectre of incorrectly reported rebate income and any resulting audit investigation should weigh heavily on the minds of finance teams and at board level. There have been calls from the Financial Reportin...Continue reading

6 ways to improve your rebate accounting processes

The Deal EconomyMarch 22, 2017

The complexities involved in managing complex trade agreements and rebate accounting and retrospective discount payments are often difficult to model in manual systems such as spreadsheets and basic accounting software. Organisations opting to calculate, forecast and accrue rebate income in this way leave themselves at risk of inaccuracies, missed opportunities and supplier disputes. Below are 6 ways to improve your rebate accounting processes in order to: remove the risks associated with manu...Continue reading

4 rebate accounting mistakes to avoid

The Deal EconomyMarch 14, 2017

Businesses managing complex trading agreements face several hurdles that are difficult to overcome entirely when using manual processes and spreadsheets. Lack of transparency, inaccuracy and limited control of rebate accounting processes is common and the ramifications of these can have a damaging effect on profit, compliance, cash flow and business growth. For example, an accounting mistake that supermarket retailer Tesco made meant a £129m fine to avoid prosecution by the FCA for overstating i...Continue reading

IFRS 15 — Creating SMART deals to aid purchasing compliance

The Deal EconomyMarch 9, 2017

In our online guide “IFRS 15 — 7 steps to prepare for January 2018” one of our suggestions is to review every deal in every contract and make it SMART. We think that whilst it’s a good idea as part of financial compliance, SMART deals are good for anyone who manages a contract with complex rebate deals, so we thought we would share it with you. A SMART deal is like a SMART objective in project management terms, namely: Specific Be VERY specific. If a deal refers to “across all product lines”, i...Continue reading

Rebate management for the building materials industry

The Deal EconomyMarch 1, 2017

Missing out on claiming manufacturer’s rebates is like negotiating a higher price with your suppliers. It simply shouldn’t happen! That's why we created a rebate management system chosen by several building merchants, wholesale distributors and buying groups. There are many examples in the building materials industry where, instead of agreeing an up-front discount, discounts are given in the form of rebates based on actual volumes purchased. For the supplier, this fosters brand loyalty and mean...Continue reading

IFRS 15 — seven steps to prepare for January 2018

The Deal EconomyFebruary 16, 2017

IFRS 15 ‘Revenue from Contracts with Customers’ comes into force on 1st January 2018. The new financial reporting standards (IFRS 15) have a particular impact for businesses who regularly have contracts that contain “elements of variable consideration”. IFRS 15:51 provides us with examples of “variable consideration” which include rebates, incentives, refunds, performance bonuses, credits, price concessions, penalties or other similar items — items that impact the real net-net price and ultima...Continue reading

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