Rebate programs are a real expense for you as a manufacturer, but do they really help you grow your business with builders? In most instances, the rebate transaction is the only direct transaction between the builder and the manufacturer. These transactions equal communication, and communication equals information. As you plan for 2017, take a few minutes to review your builder rebate programs and consider whether they are structured to help your business as well as your builder relationships.
Here are a few questions to consider:
1) Do my programs give me insight into the products the builder is using?
2) Do my programs help me understand the style or product preferences of different builder segments?
3) Do my programs provide information that helps my sales team operate more efficiently to manage builder relationships?
4) Do my programs help my sales team identify opportunities for upgraded sales?
5) Do my programs help my sales team work more closely with my channel partners?
Once you have reviewed how your programs are structured, the next step is to review how your team
uses the information generated from the builder rebate programs. Here are some questions to ask:
1) How is the data from the rebate programs aggregated within our company?
2) How is the rebate program information distributed to the sales and marketing teams?
3) How is the rebate program information used in our sales team meetings, either regionally or otherwise?
4) How does marketing use the information in its campaigns?
5) Is the rebate program information integrated into our planning or product development process?
If you need assistance in answering any of these questions, Builder Partnerships is available to help. Our team is made up of builders and manufacturers, so we understand both the builder’s and the manufacturer’s needs. We can help you design a program that works for you and your customers. If you are interested in having Builder Partnerships perform a complimentary review of your builder rebate program, email Stephen Crouch or call him at 303-884-3365.