Best Practices for B2B Rebates and Incentives
- April 19, 2017
- Colin Carroll
Rebates are a pricing best practice. If you are not using rebates, you are probably giving customers larger discounts than they deserve....
Rebates Best Practices Part 5: Rebates as a Driver of Complexity
- January 15, 2014
- Colin Carroll
In my previous posts in this series, I provided an overview of common rebate types and use cases (both incentive rebates and channel management rebates) along...
Rebates Best Practices Part 4: Putting Rebates to Good Use
- November 25, 2013
- Colin Carroll
In my previous posts, I covered each type of rebate – now that you are familiar with those, the question becomes where to use each type...
Rebates Best Practices Part 3: Channel Management Rebates
- September 11, 2013
- Colin Carroll
As mentioned in my last post, rebates are employed to manage incentive programs to achieve business objectives and to improve the effectiveness of selling through distrib...
Rebates Best Practices Part 2: Incentive Rebates
- August 26, 2013
- Colin Carroll
Following last week’s post introducing rebates, I will now shift to highlighting some common rebate types, which can be categorized by business objective and custom...
Rebates Best Practices Part 1: Rebates 101
- August 21, 2013
- Colin Carroll
In B2B pricing, rebates are a pricing best practice. Why? Because if you are not using rebates, you are probably giving customers larger discounts than they...
The Maverick Pricing Director
- July 31, 2013
- Colin Carroll
“There has got to be a better way.” 8 words. Doesn’t all innovation start with these 8 words? Driven by dissatisfaction with current processes, tools, roles,...
Profit Velocity: Managing Margin & Yield in B2B. And Beer
- October 24, 2012
- Colin Carroll
Beer is a Profit Velocity industry “Large selection of hand crafted Ales” says the sign in front of the pub. Who cares? Ever wonder why microbreweries...
Why Yield Management Doesn’t Fly in B2B Pricing
- August 7, 2012
- Colin Carroll
Over the last 10-20 years numerous B2B companies have attempted to improve business results with Yield Management techniques. Executives who spend hundreds of hours a yea...
What Orbitz Can Teach Us About Segmentation
- June 28, 2012
- Colin Carroll
In a fascinating recent article in the Wall Street Journal, Dana Mattioli reported on how the travel website Orbitz recently began using “seemingly innocuous inform...