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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.

Key practices for supplier vs distributor collaboration

Distributors and suppliers are both working towards the same goal, so what’s stopping them from working together? At a basic level, all trading agreements involve two (or more) parties, looking for mutual growth. Suppliers want to grow by increasing loyalty and incentivising purchases. Distributors and buying groups want to grow by reducing their costs. And, by working together, both can achieve their goal. Most companies keenly understand this symbiotic relationship. According to a survey by T...Continue reading

How strong rebate management can boost your commercial team’s success

The Deal EconomyDecember 30, 2019

Rebate deals are a big part of every trading relationship—if you haven’t got a good handle on them, you could be missing out on massive opportunities. Rebate deals hold a lot of power in trading relationships. Suppliers can use them to influence the behavior of their trading partners, and distributors can use them to inform their purchasing decisions. Plus, they’re a valuable source of revenue for both parties involved and can make a big impact on the bottom line. Who are the commercial team? A...Continue reading

Importing and exporting rebate data — Start manual, lay the foundations, then automate

The Deal EconomyDecember 18, 2019

You might be tempted to automate importing data into your new rebate management system. But experience dictates there’s huge business value in starting with a manual approach. Transparent, auditable, automated rebate management. It’s the ultimate goal for many distributors looking to maximize rebate revenue and free up finance professionals’ time. And it’s why more and more distributors are choosing to implement specialist rebate management software like our own. In doing so, there’s sometimes...Continue reading

Build vs buy software — the rebate management dilemma

The Deal EconomyDecember 11, 2019

You need a better way to manage rebate agreements—but should you build a software solution, or buy software one out of the box? Philip How, Business Analyst at Enable, reviews the options. I’m constantly talking to organizations about their rebate management needs. And there’s one question that comes up time and time again. Should we build a software solution that’s tailored exactly to our current processes? Or buy an out-of-the-box software solution? The answer—as so often in business—is it de...Continue reading

5 ways your distribution business can earn more rebate revenue

The Deal EconomyNovember 26, 2019

Most distributors fail to claim all rebate due, leaving millions of dollars on the table each year. Here are five ways to get more from your supplier agreements. We’ve compiled five ways your wholesale distribution business can increase revenue and margin—and they’re all to do with how you manage your supplier rebate agreements. If your business is like the 57% of U.S. distributors that consistently leave rebate revenue on the table, you’ll be ‘giving thanks’ for this seasonal advice for years...Continue reading

How B2B distributors can use the deal economy to beat Amazon

The Deal EconomyNovember 18, 2019

The rise of Amazon Business has distributors rattled. To compete, distributors should focus on the things Amazon can’t provide—using the Deal Economy as fuel. Amazon Business has posed a growing threat to wholesale distributors since its launch in 2012. Gross merchandise volume at the ‘Everything Store’s’ B2B division has increased 10x in two years, from $1bn in 2016 to $10bn in 2018. Bank of America estimates it will further triple by 2023, to $33.7bn. With the rise of Amazon Business, distrib...Continue reading

Why every distributors cloud strategy should include rebate management

The Deal EconomyNovember 18, 2019

Many distributors are moving to the cloud to reduce IT costs. A cloud-based rebate management system can also give a significant boost to revenue and margin. What is cloud migration?Cloud migration is the process of moving data, applications or other business elements to a cloud computing environment over the internet instead of on your computer or hard drive. The data is stored off-site, minimising risks and costs. Moving to the cloud can bring lots of value, flexibility and innovation to your...Continue reading

Customer rebate management explained

The Deal EconomyNovember 13, 2019

Rebates: the way that product-based businesses incentivize their customers to buy more of their goods, are complicated. While much information is available about supplier rebates and the ways in which suppliers can claim as much of their rebates as they are entitled to, less has been written about customer rebates: the other side of the story. Benefits for both distributors and resellers At Enable we believe that when both parties value collaboration and open working, they understand that full...Continue reading

11 ways to improve your rebate accounting processes

The Deal EconomyNovember 13, 2019

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 or rely on their suppliers to make the calculations. Organisations opting to calculate, forecast and accrue rebate income in this way leave themselves at risk of inaccuracies, missed opportunities and supplier disputes.To improve upon your current rebate management system, it’s ne...Continue reading

What are volume discounts?

The Deal EconomyNovember 7, 2019

A volume discount is a change to the cost of a product based on the quantity of that product traded with your trading partner. Typically, volume discounts are paid retrospectively so sit under the wider banner of rebate, although sometimes these volume discounts can be up front.

This potential retrospectivity often depends on whether different discounts apply to incremental tiers of volumes traded with a specific trading partner throughout the course of the year, meaning that you are unsure of the value of the discount until the year end.

Volume discounts are often used by suppliers to incentivize greater purchase volumes and are available due to the advantages brought about by economies of scale. This has the side effect of increasing the suppliers market share and presence in the marketplace because increasing quantities of their products are being traded.

8 min read

How to grow your business in the building materials industry using rebate

The Deal EconomyOctober 31, 2019

Growth in many businesses can essentially be boiled down to smart purchasing and profitable selling. The building materials industry is a prime example of this.

Of course, superficially, purchasing smart and selling profitably should be relatively easy. However, the way deals are agreed between suppliers and merchants in the building materials industry make this more exponentially more difficult!


The status quo

What we’ve seen in the building materials industry

Manufacturers in the building materials industry regularly use rebates as a mechanism of maintaining their stated price, but incentivizing trading partners to purchase in higher volumes in order to get a retrospective discount.

10 min read

Are building and construction distributors missing a growth opportunity?

The Deal EconomyOctober 30, 2019

In a slow-growth market, many building and construction distributors are seeking new paths to profit. A more strategic approach to supplier trading agreements can help. Glance at the modest growth projections for the U.S. building and construction industry, and you could be forgiven for thinking building and construction distributors might struggle to achieve stellar performance. But as always, the headline figures don’t tell the whole story. Many building and construction distributors are find...Continue reading

Rebate horror stories — a Halloween special

The Deal EconomyOctober 28, 2019

Will your rebate accounting come back to haunt you? Settle down around our campfire, and we’ll share some cautionary tales… It’s a chilly October evening. You’re sitting alone in your kitchen, reading your favorite industry blog. Then, with a startling suddenness, your phone begins to ring. You answer and a stranger’s voice says your name. Then, they tell you where they’re calling from. Your blood runs cold. It’s not a masked killer, hiding inside your cupboard. It’s much worse. It’s Martha cal...Continue reading

How to manage B2B customer rebates — A guide for vendors

The Deal EconomyOctober 24, 2019

Well-managed customer rebate programs are extremely valuable. They can help your business win the loyalty of distributors and buying groups, while driving mutual, strategic growth. Whether you’re new to the world of B2B customer rebates, or you’re an old hand looking to maximize the value of multiple customer rebate programs—you’re in the right place. Use the links below to leap to the topic you’re most interested in. What are B2B customer rebates? Why are these trade agreements so popular? Wh...Continue reading

Regain control of your supplier rebates and maximize your rebate revenue

The Deal EconomyOctober 22, 2019

Supplier rebates should lower your costs, while helping you form lasting, mutually beneficial relationships with the businesses you buy from. But managing rebates from suppliers can be such an administrative headache that firms rarely realize the full value of these programs—and 4% of potential rebate revenue goes unclaimed each year. We’ve created this page to help you understand supplier rebates (also known as vendor rebates) and make sure you’re claiming every dollar of rebate revenue you ca...Continue reading

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