{"id":14193,"date":"2025-09-03T01:47:36","date_gmt":"2025-09-03T01:47:36","guid":{"rendered":"https:\/\/enable.local\/?post_type=customer&p=14193"},"modified":"2025-09-16T05:47:45","modified_gmt":"2025-09-16T05:47:45","slug":"stemco-journey-to-collaborative-rebate-management","status":"publish","type":"customer","link":"https:\/\/www.enable.com\/customers\/stemco-journey-to-collaborative-rebate-management\/","title":{"rendered":"Stemco"},"content":{"rendered":"\n

The Customer<\/strong><\/h2>\n\n\n\n

Stemco, short for “Specialized Truck Equipment Manufacturing Company,” has a long-standing legacy of designing and producing specialized products tailored for the commercial vehicle sector. Since 1951, they have focused on developing products that cater to heavy-duty applications, including but not limited to trucks, trailers, heavy haul, agriculture, refuse, bus and coach, fire and rescue, construction and utility vehicles.<\/p>\n\n\n\n

Colleen Kennedy, Marketing Analyst at Stemco, has over ten years of experience in handling rebates. She reveals to us how Stemco’s collaborative approach to managing rebates has resulted in significant value and dividends for the company.<\/p>\n\n\n\n

The Challenge<\/strong><\/h2>\n\n\n\n

Life Before Enable: A Mess of Dozens of Excel Files<\/strong><\/p>\n\n\n\n

In the past, Stemco managed all rebates using spreadsheets that contained complex formulas. Making any changes to these spreadsheets was risky, as even a minor mistake could lead to major problems. Blind rebates, which were transactions between distributors and their customers that Stemco couldn’t see until the distributor provided Excel files with the details, only added to the frustration and time-consuming nature of the process. This also resulted in a severe lack of visibility, making planning difficult.<\/p>\n\n\n\n

Colleen explains her frustrations, \u201cIt was all done via email and spreadsheets. Therefore, trying to gather all that information and be able to create any reports from it was extremely time-consuming. You had emails, hundreds, by the time you were done. Let\u2019s say a customer had two programs and they submitted every month, that’s still 24 Excel files for that customer alone. Imagine there are 30 customers\u2026 That’s a lot of Excel files!\u201d<\/p>\n\n\n\n

Complex Deals Made the Situation Even More Thorny<\/strong><\/p>\n\n\n\n

Add in a significant level of complexity and the situation intensified further, making margin calculations even more difficult. Stemco\u2019s agreements are not simple rebates, such as a straight 2% on everything they sell. Some rebates have a set price per part for a set time, then the time period and pricing changes.  <\/p>\n\n\n\n

Colleen says, \u201cThese dollars aren\u2019t the most significant, but it creates a lot of labor involved in managing and maintaining and keeping everything aligned. Also, some of the discounts are steeper so we have to spend more time doing the analysis on them, because we operate on a different margin on those ones.\u201d<\/p>\n\n\n\n

8 Internal Emails to Process a Single Rebate Program<\/strong><\/p>\n\n\n\n

Colleen tells us, \u201cWhen we were managing rebates using Excel spreadsheets and email communication, it often took about eight internal emails just to process a single rebate. This created a lot of delays and consumed significant time for both us and our partners before payments were made.\u201d<\/p>\n\n\n\n

Preventing Duplicate Payments<\/strong><\/p>\n\n\n\n

Stemco also discovered some duplicate payments. Being able to identify, recover, and track these duplicates to prevent them from happening again has been crucial.  <\/p>\n\n\n\n

Colleen comments, \u201cOur partners submit large files, and sometimes errors occur on their end. When dealing with Excel spreadsheets and thousands of lines of data, it\u2019s nearly impossible to catch these mistakes manually. But by uploading the data through Enable, it automatically flagged the duplicate entries. This allowed us to quickly address the issue and get it corrected.\u201d<\/p>\n\n\n\n

The Solution<\/strong><\/h2>\n\n\n\n

The Quest for a Collaborative Rebate Management Platform<\/strong><\/p>\n\n\n\n

Ideally, Stemco was looking for a platform where their distributors could log in and upload data they could report on, rather than relying on them to send their data via email. This was a key requirement in streamlining their rebate management process. Enable was the only solution that had a portal to meet their needs.  <\/p>\n\n\n\n

Colleen explains, \u201cI was researching rebate management solutions, software options, anything that could help us get the information we needed fast enough about our rebate programs, to improve our decision-making. I tried Google but I was getting limited results. I decided to try searching on YouTube for rebate management & that\u2019s when I found Enable.\u201d  <\/p>\n\n\n\n

Informed Decisions and Real-time Reporting<\/strong><\/p>\n\n\n\n

The data presented considerable variability, posing a challenge for Stemco to derive meaningful insights and produce impactful reports. Although they recognized the worth of the data, it was not readily conducive to generating prompt and insightful analysis.<\/p>\n\n\n\n

According to Colleen, “Our ability to make well-informed decisions expeditiously was paramount. Unfortunately, our current Excel process did not facilitate that. However, with the collaborator portal, we can consolidate all the data and produce real-time reports.”<\/p>\n\n\n\n

The Enable Difference: Strategic Deal Analysis<\/strong><\/p>\n\n\n\n

Once Stemco started receiving data efficiently, they could turn their attention to being more strategic and analyzing their deals. This resulted in improved consistency and extra validation.<\/p>\n\n\n\n

Colleen says, \u201cThe transition has been immensely beneficial for me because I can now focus on strategic decision-making rather than managing paperwork. The added benefit of data validation has been fantastic, ensuring consistency in program execution. Previously, when reviewing the program annually, there was a risk of making errors in the inclusion or exclusion of certain parts. However, with the new system, our data remains consistent from year to year, which is a significant advantage.\u201d<\/p>\n\n\n\n

\n

\u201cThe transition has been immensely beneficial for me because I can now focus on strategic decision-making rather than managing paperwork.\u201d<\/p>\n<\/blockquote>\n\n\n\n

Accurately Identifying Rebate Money’s Owed with Estimated Earnings Feature<\/strong><\/p>\n\n\n\n

Stemco’s programs operate similarly to special pricing agreements, where distributors must upload their transactions to qualify for rebates. Many of their trading partners submit their transactions on a monthly, quarterly, semi-annual or annual basis. Thanks to the estimated earnings feature on Enable, Stemco can now gain visibility into these transactions.<\/p>\n\n\n\n

Trading partners can log in to Enable and view their submissions, along with the corresponding rebate amounts. This transparency allows them to see which programs they have submitted and when they can expect payment. They can even use this information for accounting purposes. Colleen emphasizes the importance of transparency in collaborative business relationships, stating, “We want our partners to be aware of what they will be paid because when both parties benefit, it’s a truly collaborative approach.”<\/p>\n\n\n\n

Previously, Stemco had to rely on historical information shared through a few email chains and Excel files. However, with Enable, they can easily upload this data and use it to validate against the program. The system can perform calculations quickly and efficiently, saving Colleen a few weeks’ worth of work compared to manually creating a usable database. With Enable, she can access earning reports, transactions, and view all submitted data.<\/p>\n\n\n\n

Takeaways<\/h2>\n\n\n\n
    \n
  • Stemco experienced improved consistency in program execution, thanks to Enable’s data validation features, reducing the risk of errors in rebate calculations.<\/li>\n\n\n\n
  • The collaborative tool in Enable helped Stemco discover overpayments buried within thousands of lines of information, demonstrating a significant cost-saving outcome.<\/li>\n\n\n\n
  • The transparency provided by Enable’s portal improved business relationships with trading partners, fostering a collaborative approach by keeping both parties aware of expected payments and benefits.<\/li>\n<\/ul>\n\n\n\n\n\n \n
    \n
    \n
    \n
    \n

    182<\/h3>\n <\/div>\n
    \n

    Collaborators<\/p>\n <\/div>\n <\/div>\n <\/div>\n

    \n
    \n
    \n

    11<\/h3>\n <\/div>\n
    \n

    weeks to onboard<\/p>\n <\/div>\n <\/div>\n <\/div>\n <\/div>\n \n <\/div>\n\n\n\n\n\n\n \n

    \n
    \n \n
  • \n \n \n Life Sciences\n <\/span>\n <\/button>\n <\/li>\n
  • \n \n \n Building Materials\n <\/span>\n <\/button>\n <\/li>\n
  • \n \n \n Building Materials\n <\/span>\n <\/button>\n <\/li>\n
  • \n \n \n Manufacturing\n <\/span>\n <\/button>\n <\/li>\n <\/ul>\n <\/div>\n <\/div>\n \n
    \n \n
    \n
    \n
    \n \n

    ‘We have ambitious visions ahead. We're on the brink of revolutionizing the very model we've created, challenging our own boundaries with our upcoming release. While our origins lie in pharmacy, our ambitions reach far beyond. Our goals are twofold: firstly, to expand globally within the pharmacy realm and secondly, to venture into diverse verticals. We\u2019re pleased Enable is on this journey with us.’<\/p>\n

    \n
    \n \n Surge Singh<\/span>\n Co-Founder<\/span>\n <\/cite>\n <\/div>\n
    \n \n\n Read customer story<\/span><\/a>\n <\/div>\n <\/div>\n <\/blockquote>\n <\/div>\n
    \n \"pharmacy\"\n\n <\/div>\n <\/div>\n <\/div>\n \n
    \n
    \n
    \n \n

    ‘I picked Enable as it looked like a very elegant solution, and it certainly checked all the boxes against all the issues that we were having internally. And frankly, when I searched for rebate management software and asked around, there weren't too many players. Enable is the perfect niche solution.’<\/p>\n

    \n
    \n \n Ted Dometita<\/span>\n CFO<\/span>\n <\/cite>\n <\/div>\n
    \n \n\n Read customer story<\/span><\/a>\n <\/div>\n <\/div>\n <\/blockquote>\n <\/div>\n
    \n \"richards building supply\"\n\n <\/div>\n <\/div>\n <\/div>\n \n
    \n
    \n
    \n \n

    ‘With Flintfox for Enable for AX we have a solution that will not only manage our rebates and promotions effectively but will allow us to roll out a standard solution across all our companies around the world.’<\/p>\n

    \n
    \n \n Pietro Guida\u00a0<\/span>\n Managing Director <\/span>\n <\/cite>\n <\/div>\n
    \n \n\n Read customer story<\/span><\/a>\n <\/div>\n <\/div>\n <\/blockquote>\n <\/div>\n
    \n \"Mapei\"\n\n <\/div>\n <\/div>\n <\/div>\n \n
    \n
    \n
    \n \n

    ‘By leveraging Enable, we can streamline upfront setup and calculations, reducing reliance on spreadsheets. This efficiency frees up time to focus on strategic questions, such as aligning business goals with negotiation outcomes.’<\/p>\n

    \n
    \n \n Vigan Shabani<\/span>\n Director of Commercial Excellence<\/span>\n <\/cite>\n <\/div>\n
    \n \n\n Read customer story<\/span><\/a>\n <\/div>\n <\/div>\n <\/blockquote>\n <\/div>\n
    \n \"surewerx\"\n\n <\/div>\n <\/div>\n <\/div>\n <\/div>\n \n <\/div>\n\n\n\n\n\n\n
    \n
    \n

    Ready to get started?<\/h2>\n

    Calculate and deliver pricing, rebates, claims and deductions in real-time so you can protect margins and maximize revenue.<\/p>\n

    \n \n\n Get a demo<\/span><\/a>\n \n\n Let’s talk<\/span><\/a>\n <\/div>\n <\/div>\n <\/div>\n<\/div>\n\n","protected":false},"featured_media":14201,"parent":0,"template":"","meta":{"_acf_changed":true},"customer_tag":[485,49],"class_list":["post-14193","customer","type-customer","status-publish","has-post-thumbnail","hentry","customer_tag-automotive","customer_tag-manufacturing"],"acf":[],"yoast_head":"\nStemco — Enable<\/title>\n<meta name=\"description\" content=\"Stemco experienced improved consistency in program execution, thanks to Enable's data validation features, reducing the risk of errors in rebate calculations.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.enable.com\/customers\/stemco-journey-to-collaborative-rebate-management\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta 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