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How distributors can use incentives to increase influence and communicate value
Rebates have long played a critical role for distributors, many of whom rely on the returns they get from these incentives to remain profitable. But the market is changing, and as a result, programs centered on buying more from manufacturers may have run their course. Defining a replacement incentive structure, however, is complex.
In this 60-minute webcast, industry veteran Mike Workman, and David Reisner, director of strategic design & integration for ITA Group, discuss how the role of rebates in distribution is changing and how alternative incentive programs, such as "prebates" or customer loyalty programs, may provide even greater benefits to distributors than traditional volume-based programs.
Workman and Reisner discuss: