What happens to channel incentive spending when the economy changes? 360insights‘ exclusive report on the latest channel trends, Channel Pulse, gave us some insight into this. One of the questions we asked in Channel Pulse was what senior channel professionals were planning for 2019. The majority told us nothing would change. Normally there wouldn’t be
We live in a time of incredible technological advancements and as a result, we live in a time of unprecedented competition in business. The upside of this is that the consumer marketplace has become full of high quality, comparatively low-priced goods. The downside of that, of course, is that when companies are no
Sell-through allowances are sales incentives offered by manufacturers to help distributors with margin protection with a retroactive discount off list price.
Sell-through allowance programs (STA’s) are a great way to protect your dealer’s margins and the overall price integrity of your products, but they have had a bum rap in some circles recently. The reasons for this are plain to see: some programs pay out way too infrequently to be effective, some tie up much-needed dealer