Long-time industry expert Mike Workman says that many distributors have "bought their bottom lines" through rebates for decades. But some manufacturers are changing their approach to rebates to better align their growth goals with distributors.

In many sectors of wholesale distribution, rebates have been a foundation for how the manufacturer-distributor relationship is defined. But those relationships are shifting and the demands manufacturers are placing on their distributor partners are shifting, as well.

Since the end of the recession, manufacturers are …