In B2B pricing, channel rebate systems are ubiquitous and a significant driver of channel profitability, often amounting to a double-digit discount off invoiced revenue. Although seemingly ever-evolving, incentive systems tend to support three primary objectives;
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- Reward performance (growth or volume incentive)
- Price Masking (hiding costs by channel)
- Channel marketing (coop or marketing funds)
Regardless of the objective, many B2B companies consistently make common errors – this results in inefficient deployment of back-end funds and lack of clarity in business objectives. Register for our upcoming webcast to understand the common mistakes made today, how your company can avoid these common pitfalls when designing channel incentives, and how a competency in managing incentives can be a strategic differentiator that sets you apart from your competitors.
William Humsi | Senior Director, SKP
Will is a Senior Director with Simon-Kucher based out of Atlanta and is a core member of the NA B2B practice. 9+ years experience in pricing, sales and strategy consulting across a wide range of industries in B2B including buildings materials, industrial goods/services and manufacturing. Will has extensive experience working with commercial leadership teams in designing “pay for performance” systems including customer discount and trade program schemes. Will is a “Double Hoo” holding undergraduate and MBA degrees from the University of Virginia.
David Anderson | Business Consultant, Vendavo
David Anderson is a Boston-based Business Consultant with Vendavo. He has spent the last 15 years working inside companies to advance their strategic pricing agendas. Dave is a manufacturing engineer by training (BS, MSE from Kettering, Purdue), has an MBA from Harvard Business School, and he has had the great privilege of learning pricing by working and interacting with many fantastic pricing experts over the course of his career.
Mitch Lee | Profit Evangelist, Vendavo
Mitch is a Profit Evangelist at Vendavo with 25+ years of experience in the technical, operational, marketing, and commercial arenas of the chemical industry. Prior to Vendavo, Mitch was with BASF and Orica in product marketing and business management, driving operational optimization, pricing excellence, and margin improvement, as well as personal engagement in high value sales negotiations. Mitch also has deep experience with raw materials supplier portfolio management having negotiated large scale and long-term agreements with leading suppliers.