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The Deal Economy

Our products drive profitable growth with your trading partners. We’re rethinking the way the deal economy works.

7 common problems with accounting for rebates

As experts in rebate management, we have come across (and have helped to fix) many problems with rebate management spanning commercial, financial and operational processes.

In this article we focus on the financial side where most issues revolve around accuracy, predictability and auditability. These are usually among the key drivers of our customers’ business cases in defining their requirements and selecting Enable to manage their rebates.

In our experience, when our customers get these financial areas right, they win the battle for trust and confidence in their figures, thus allowing commercial and operational teams to make better, more profitable trading decisions.

8 min read

5 industries that would benefit from rebate management software

Rebates are prevalent in many industries because they can have a significant impact on a business’s bottom-line. A buyer agrees to purchase a certain volume, or value of a seller’s goods. Once the purchase has been made, the seller refunds a proportion of the price they’ve paid. But although they sound manageable, we have found that 4% of potential rebate revenue typically goes unclaimed which can mean many industries are missing out on hundreds of thousands of dollars each year. This is becaus...Continue reading

Video: How to manage complex rebate deals effectively

At Enable we see a lot of different types of deals, from simple examples like loyalty rebates where you get a percentage off a product or to more complex where specific behaviours are trying to be incentivised like a particular product range being pushed by a manufacturers especially if it’s new to the market.

Complexity can allow you to target more specific behaviours but it’s important that both parties have clarity otherwise you could end up with disputes over money.

In this video, Neil Jenkins covers how to handle these complex deals and ensure they remain a useful tool for your business.

How cloud-based rebate management software enables remote working and much more

The COVID-19 outbreak has seen many companies being forced to embrace remote working like never before in a bid to delay the spread of the virus. Remote working will be entirely new for some companies, while others will be well experienced in working from home on various occasions. In fact, over 40% of US jobs are compatible with working from home, but only 7% make it available to most or all of their employees according to Global Workplace Analytics. But the desire to work from home is there....Continue reading

How automating manual rebate processes can benefit your finance team

In today’s business world, the finance department including the CFOs are expected to deliver accurate information more quickly than ever. But with large volumes of information, data is spread across an array of sources such as spreadsheets, emails, and paperwork; which only increases the likelihood of errors and inconsistencies in the process. Companies are struggling to effectively manage, store and access this data wherever and whenever it might be. These manual financial processes are causi...Continue reading

Our response to COVID-19

Right now our customers, our communities, and the world at large are facing unprecedented challenges. To overcome the impacts of COVID-19, it’s important that we work together. In that spirit, we wanted to share some of the things we’re doing to help safeguard our customers, our employees, and our wider society. Providing free access to Enable solutions There’s never been a more difficult time to run a business, so we wanted to do something to make life easier. That’s why we’re now offering our...Continue reading

Why supplier collaboration is the key to success

Companies around the world are shifting to global supply chains, which although allows companies to source materials and manufacture products more cost-effectively it comes with many challenges. It can make it more difficult to connect with the right people in the supply chain, resolve concerns, and respond quickly to changes and unexpected events otherwise known as supply chain disruption. According to Zurich insider, 51.9% of organizations experienced supply chain disruption in 2019. And agai...Continue reading

How to streamline your deal approval workflow

Businesses that plan together, succeed together. But whenever a business makes a deal with another business, it needs to be approved on both sides. And getting that approval can be a slow, inefficient process. With multiple teams and individuals involved, it’s all too easy for delays and errors to creep in. A deal gets sent to the wrong person, or it sits for days in someone’s inbox. Steps aren’t recorded, and soon there’s no clear audit trail. Productivity, cashflow, compliance, business relat...Continue reading

Tips for negotiating the best deals with your trading partners

Negotiating B2B contracts is a regular activity, both sides want to get the best deal possible. By negotiating you can achieve a contract that is fair, reasonable and beneficial to both parties — even helping to boost company profitability and improve goodwill and collaboration between trading partners. In order to do this, most businesses will have a highly skilled team dedicated to reaching the best deal for their organisation. Savvy B2B contract negotiation skills are a real plus when enter...Continue reading

Electronics distributors are leaving rebate on the table every year — here’s why

As wholesale electronics gets more competitive, distributors must find ways to grow revenues and protect margin. Maximizing the value of supplier agreements should be a priority. On paper, this is a great time to be an electronics distributor. The market for components has been growing every year, according to Statista, and doesn’t show any signs of stopping. Market Research Future predicts 10% CAGR until 2022 for active components, while Zion Market Research sees a huge 23% CAGR for Internet o...Continue reading

Transforming the manufacturer vs distributor relationship with rebates

In a typical trading relationship, we have three main parties: the manufacturer, distributor and the end user who is the customer. The relationship we are focusing on today is between the manufacturer vs distributor. We know that without distributors, manufacturing businesses would struggle with getting their products to customers, and without manufacturers, distributors would have nothing to sell. The distributor is essentially the customer expert, while the manufacturer is the expert on desig...Continue reading

How can electrical distributors drive profitable growth?

The Deal EconomyFebruary 24

In a challenging environment, smart electrical distributors are finding new ways to drive profitable growth—not least, taking closer control of key trading agreements. This isn’t the easiest of times to be an electrical distributor. The U.S. electrical wholesale industry is far from booming with projections of average annual growth amounting to just 2.5%. Meanwhile, customer expectations are rising, and omnichannel competitors such as Amazon Business are entering the market for ‘simple-stock, ea...Continue reading

How manufacturers use rebates to increase customer loyalty

The Deal EconomyFebruary 17

Customer loyalty is a measurement of how likely your customers are to do repeat business with you. In this case we are talking about manufacturing businesses collaborating with distributors, who are effectively the link between the manufacturer and retailer. Without distributors, manufacturing businesses would struggle with getting their products to customers, and without manufacturing businesses, distributors would have nothing to sell. Repeat buyers are your most valuable customers, they make...Continue reading

A complete beginner’s guide to rebate management systems

Rebate Management Systems are transforming trading relationships in the construction industry. Here’s what they are, how they work, and why you should care... The logic behind rebate agreements is very simple. A buyer agrees to purchase a certain volume, or value of a seller’s goods. Once the purchase has been made, the seller refunds a proportion of the price they’ve paid. This should be a true win-win situation. The seller is able to encourage customer loyalty, as well as incentivize the sale...Continue reading

Managing B2B rebates? Here are some crucial New Year’s resolutions

It’s not to late to make some resolutions for the New Year—especially when it comes to how you manage B2B rebates… Your New Year’s Eve party might seem like a distant—and slightly fuzzy—memory, but it’s actually still early January. And that means you still have time to make some powerful New Year’s resolutions. In our work with rebate professionals at manufacturers, distributors and buying groups, we constantly meet people looking to break with the past, and substantially improve their working...Continue reading

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