Sell-through allowances are sales incentives offered by manufacturers to help distributors with margin protection with a retroactive discount off list price.
It’s no secret: sell-through allowance (STA) programs are the most reviled incentive in the channel marketing world. That doesn’t mean that they should be thrown out like yesterday’s leftovers – it means that the brand who delivers an amazing STA program then has a huge advantage over their competitors!
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