Improve Profitability Through Rebates on December 19

Rebates are often seen as just another operational necessity, a transactional tool to grease the wheels of generating sales (for manufacturer, sometimes distributors) and improving distributor profitability. For some distributors they are a gatekeeper tool (some distributors manage well over 100 rebates … within and outside of their marketing group!)

But what if rebates could be more? What if they could drive smarter decision-making, improve profitability, and enhance relationships between manufacturers and distributors?

Enable’s 2025 State of Volume Rebates Webinar will explore these possibilities on Thursday, December 19.

Join Mark Gilham from Enable and I as we delve into the insights from the latest State of Volume Rebates study that included many from the electrical industry. While Mark will focus on administration, management, forecasting, and more, I’ll focus on structure in in-field execution.

This webinar will reveal actionable strategies to overcome common challenges and unlock the strategic potential of rebates.

Rebates Are Critical—But Undervalued

For most distributors and manufacturers, rebates are essential to their bottom line. In fact, 78% of distributor respondents call them “a cornerstone of profitability” (okay, no surprise since respondents are management and purchasing!).

Yet, a surprising 22% admit they don’t fully understand how much of their business’s profitability depends on them. (And their % of distributor net income is rising as net profitability decreases!)

This lack of clarity is more than a blind spot—it’s a missed opportunity. Without a defined rebate strategy, potential rebate value is left untapped due to inefficiencies, inability to focus on preferred suppliers, and missed opportunities to coalesce to drive strategies with a distributor’s most profitable (valuable) suppliers.

The Hidden Cost of Data and Communication Gaps

Disjointed systems and siloed teams are some of the biggest obstacles to effective rebate management. Over half (53%) of organizations still use spreadsheets to manage complex rebate programs, despite the high error rates and inefficiencies they can bring. This also inhibits timely monitoring and sharing of information.

From Tactical to Strategic: A Shift in Perspective

While rebates can be a powerful lever for influencing buyer behavior, many businesses still see them as just a cost of doing business. More than half (51%) of manufacturers say their programs are only “sometimes” strategic, and a quarter don’t measure the success of their programs at all … they are not correlating investment to distributor performance and essentially “fear” that no program = no business!

To unlock their full potential, companies need to shift their mindset. By aligning rebate strategies with broader business goals, organizations can utilize rebates as a tool for building customer retention, driving sales, and optimizing margins.

Empowering Teams to Succeed

A key finding of the report is the need for better collaboration and knowledge-sharing across departments – 37% of respondents say departmental silos are a major hurdle, limiting alignment between departments.

Breaking down these silos and empowering teams with the right tools and insights can dramatically improve outcomes.

Don’t miss this opportunity to learn more about the State of Volume Rebates!

Register today for Enable’s 2025 State of Volume Rebates webinar and start improving the effectiveness of your programs.

And if you wonder what was shared last year, check out our post-webinar article regarding the 2024 report.