{"id":14817,"date":"2025-09-08T04:46:43","date_gmt":"2025-09-08T04:46:43","guid":{"rendered":"https:\/\/enable.local\/?post_type=customer&p=14817"},"modified":"2025-12-03T15:48:37","modified_gmt":"2025-12-03T15:48:37","slug":"enable-helps-habitech-grow-rebate-agreements-by-2000","status":"publish","type":"customer","link":"https:\/\/www.enable.com\/customers\/enable-helps-habitech-grow-rebate-agreements-by-2000\/","title":{"rendered":"Habitech"},"content":{"rendered":"\n

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

Habitech is a trade-only audio-visual distributor that has been operating since 2006. The company supplies equipment for residential and commercial projects, including AV systems, CCTV, home cinema, and lighting solutions.  <\/p>\n\n\n\n

In addition to supplying equipment, Habitech offers comprehensive pre- and post-sales support. Their technical teams possess in-depth knowledge of the products and work closely with customers to specify the most suitable solutions for individual projects. The team also provides assistance after purchase, addressing queries related to product installation, troubleshooting issues, or arranging returns to manufacturers when necessary.<\/p>\n\n\n\n

Habitech\u2019s approach goes beyond simply delivering products: they offer value-added services to support their customers and ensure successful project outcomes. Lee Nicholls is the Finance Director, managing the finance team and rebates alongside two other people.<\/p>\n\n\n\n

Establishing a Rebate Function<\/strong><\/h4>\n\n\n\n

Habitech initially explored Enable as a solution to implement a rebate function. As they assessed the landscape, they recognized that unlike some of their competitors, they weren’t offering rebates to customers. This realization prompted action, as they wanted to ensure loyalty across their customer base. As Nicholls tells us, “The purpose of rebates isn’t just to reward loyalty\u2014it’s to drive growth, attract customers, and build enduring relationships.”<\/p>\n\n\n\n

Utilizing Growth Rebates<\/strong><\/h4>\n\n\n\n

Growth rebates have proven successful for Habitech because they support the company’s goal of helping all customers grow their businesses in partnership with Habitech. When the rebate agreements were first established, a standard spend threshold of \u00a360,000 was set. Even for customers spending between \u00a320,000 and \u00a340,000 annually, this target served as an incentive to increase their spend.<\/p>\n\n\n\n

The approach was grounded in detailed calculations to determine the number of customers required to meet this threshold for the program’s viability. Larger customers, on the other hand, received higher initial rebate incentives based on their volume. As Nicholls says, “A well-structured rebate isn\u2019t just a financial incentive\u2014it\u2019s a strategic tool to drive mutual growth.” While one agreement is structured differently, the growth rebate model has been largely effective in fostering growth for both customers and Habitech.<\/p>\n\n\n\n

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

The manual processing of rebates using spreadsheets created significant challenges for Habitech, with errors being the most pressing issue. This approach was highly time-consuming and had a lack of consistency. Despite having a templated rebate agreement, variations frequently arose in start dates, durations, rebate amounts, and the inclusion or exclusion of specific brands or discounted items.<\/p>\n\n\n\n

As Nicholls explains, “Manual processes don\u2019t just slow you down\u2014they introduce risk and inconsistency, which can erode trust and efficiency.” Transitioning away from manual systems has been essential for ensuring accuracy and maintaining consistent rebate practices.<\/p>\n\n\n\n

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

NetSuite and Enable Integration<\/strong><\/h4>\n\n\n\n

Enable emerged as the only provider capable of delivering exactly what Habitech needed. Although alternatives like NetSuite were considered, it quickly became clear that Enable was the preferred choice. Even NetSuite itself recommends Enable as a trusted partner, underscoring the value of a specialized third-party solution for managing rebates that is capable of integrating seamlessly with the ERP.<\/p>\n\n\n\n

As Nicholls notes, “By integrating Enable with NetSuite, we eliminate the risk of human error\u2014data is automatically pulled from the system and seamlessly fed back into NetSuite, ensuring accuracy and efficiency.”  <\/p>\n\n\n\n

High Level of Functionality<\/strong><\/h4>\n\n\n\n

Enable offered automatic tracking of rebates, automatic credit notes, and the flexibility to manage multiple brands. This allowed Habitech to customize agreements by including or excluding specific products based on their needs.<\/p>\n\n\n\n

Nicholls tells us, “Enable stands out because it can handle discounts with remarkable precision\u2014whether applied to individual line items or entire orders. It\u2019s clever enough to exclude discounted lines or orders while accurately processing the remaining ones. I couldn\u2019t find any other provider that offered this level of functionality.”<\/p>\n\n\n\n

Comprehensive Support and Onboarding<\/strong><\/h4>\n\n\n\n

Nicholls comments, \u201cThe support and onboarding process from Enable has been comprehensive. We had regular weekly or biweekly meetings, and sometimes more frequent check-ins when needed. Particularly during the go-live phase, additional resources were dedicated to ensure a smooth transition.\u201d<\/p>\n\n\n\n

Standardizing Rebate Agreements<\/strong><\/h4>\n\n\n\n

Implementing a standardized system has been a game-changer, ensuring greater consistency across agreements. At the same time, as Nicholls highlights, “A robust rebate system should provide structure without sacrificing flexibility\u2014allowing for tailored approaches where needed.” This balance enables Habitech to standardize rebates while still accommodating unique customer requirements when necessary.<\/p>\n\n\n\n

Growing Rebate Agreements by 2000%<\/strong><\/h4>\n\n\n\n

Before implementing Enable, Habitech managed just five rebate agreements. Today, they have scaled that number to an impressive 105 active agreements, reflecting a 2000% growth.<\/p>\n\n\n\n

With 3,000 customers on their books and approximately 1,400 making purchases each year, their customer base spans a wide range\u2014from those spending a few thousand pounds annually to top customers contributing \u00a3700,000-\u00a3800,000.<\/p>\n\n\n\n

Rebates primarily target the middle ground of customers, aiming to elevate those spending around \u00a330,000-\u00a340,000 to higher tiers. “The power of a well-designed rebate program lies in its ability to motivate and grow the customers who have untapped potential,” Nicholls explained. By focusing on this segment, Habitech has effectively expanded their rebate program and driven growth across their customer base.<\/p>\n\n\n\n

Saving Time Every Month<\/strong><\/h4>\n\n\n\n

Habitech estimates that Enable saves them up to three hours every month. This time savings primarily comes from the automation of processes that they previously handled manually, such as tracking rebates, generating credit notes, and updating rebate agreements. Without Enable, these tasks would have required extensive time spent cross-checking data, managing spreadsheets, and manually adjusting calculations.<\/p>\n\n\n\n

As Nicholls pointed out, “The ability to automate routine tasks frees up valuable time for more strategic activities. Instead of focusing on administrative work, we can now devote our efforts to driving customer engagement and growing the business.”<\/p>\n\n\n\n

Automated Rebate Accruals<\/strong><\/h4>\n\n\n\n

With Enable, Habitech can check rebate accruals any time, thanks to the system’s automatic accrual feature. Right now, they have about \u00a380,000 accrued in rebates, and by year end, those rebate credits will be automatically raised. This level of visibility and automation is invaluable for them.<\/p>\n\n\n\n

Nicholls says, “One of the main reasons I wanted the rebate management platform in place was to eliminate the need for manually calculating rebates every month. With Enable, it\u2019s done automatically, and it\u2019s nearly real-time, which is even better.”<\/p>\n\n\n\n

Visibility Into Rebate Tiers<\/strong><\/h4>\n\n\n\n

Many of the Habitech sales team have reached out to ask about the status of rebate agreements, and Nicholls has been able to direct them to NetSuite, where they can view the information directly, thanks to the integration with Enable. “It\u2019s not just about visibility for our team\u2014customers are also more engaged. If they believe they\u2019re close to reaching a target, we can provide them with the information they need in a timely manner\u201d, says Nicholls.<\/p>\n\n\n\n

He continues, “There\u2019s been a noticeable push from our customers to increase their spending to reach the next tier of the rebates, whether it’s the first or second tier.” This visibility has driven greater customer engagement and spending, contributing to the success of the rebate program.<\/p>\n\n\n\n

Driving Purchasing Behaviors<\/strong><\/h4>\n\n\n\n

Habitech has experienced noticeable growth among some of their mid-range customers. Some customers have switched from competitors to take advantage of products included in the rebate agreement. For example, some have moved to Habitech for networking gear or speakers because those purchases contribute toward their rebate.<\/p>\n\n\n\n

Nicholls pointed out, “It\u2019s been interesting to see how some customers, who were previously unaware, now purchase things like fiber or speaker cables from us. They\u2019d been buying them from a competitor specializing in cables, where we can\u2019t compete on price due to their higher volumes. However, we’ve been able to show them that if they buy from us, those purchases count toward their rebate, which has successfully driven some of that business our way.”<\/p>\n\n\n\n

Leveraging Data to Drive More Sales<\/strong><\/h4>\n\n\n\n

At the end of October and November, Nicholls extracted some of the data and presented it to the sales team, showing them where they currently stood with their rebate agreements. Nicholls says, “I pointed out the customers who were close to reaching their targets and could be brought over the line with a few more orders.\u201d<\/p>\n\n\n\n

\n

\u201cIt\u2019s not always straightforward because a lot of our business is project-based. A customer might place an order this month, but it may not be fulfilled for another three months, so we need to give them enough time to reach those targets.\u201d<\/p>\n<\/blockquote>\n\n\n\n

Lee Nicholls<\/strong> | Finance Director<\/p>\n\n\n\n

Despite the challenges, having this visibility allows the sales team to focus their efforts on the customers most likely to benefit from the rebates.<\/p>\n\n\n\n

Takeaways<\/h2>\n\n\n\n
    \n
  • Habitech implemented a rebate program to drive customer loyalty, growth, and stronger relationships. Growth rebates incentivize mid-range customers to increase spending, contributing to mutual success.<\/li>\n\n\n\n
  • Manual rebate tracking led to inefficiencies, errors, and inconsistencies. Transitioning to Enable streamlined these processes, ensuring accuracy and saving significant time monthly.<\/li>\n\n\n\n
  • Habitech scaled its rebate agreements by 2000%, increasing customer participation and influencing purchasing behaviors. Real-time data and visibility motivated customers to reach higher rebate tiers, driving sales and loyalty.<\/li>\n<\/ul>\n\n\n\n\n\n \n
    \n
    \n
    \n
    \n

    2000%<\/h3>\n <\/div>\n
    \n

    rebate agreement growth<\/p>\n <\/div>\n <\/div>\n <\/div>\n

    \n
    \n
    \n

    3<\/h3>\n <\/div>\n
    \n

    hours<\/p>\n <\/div>\n <\/div>\n <\/div>\n

    \n
    \n
    \n

    18<\/h3>\n <\/div>\n
    \n

    years in business<\/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 Distribution\n <\/span>\n <\/button>\n <\/li>\n
  • \n \n \n Life Sciences\n <\/span>\n <\/button>\n <\/li>\n
  • \n \n \n Distribution\n <\/span>\n <\/button>\n <\/li>\n
  • \n \n \n Fashion\n <\/span>\n <\/button>\n <\/li>\n <\/ul>\n <\/div>\n <\/div>\n \n
    \n \n
    \n
    \n
    \n \n

    ‘We have now been able to track and receive millions of dollars in rebate opportunities. Before using Enable, we missed out on thousands of dollars due to failing to reach tier levels or not receiving payments on time. However, with Enable, we have successfully established rebate programs with suppliers we previously had no such arrangements with, resulting in additional revenue for our organization.’<\/p>\n

    \n
    \n \n John Janis<\/span>\n Director of Supply Chain Management<\/span>\n <\/cite>\n <\/div>\n
    \n \n\n Read customer story<\/span><\/a>\n <\/div>\n <\/div>\n <\/blockquote>\n <\/div>\n
    \n \"chadwell supply warehouse\"\n\n <\/div>\n <\/div>\n <\/div>\n \n
    \n
    \n
    \n \n

    ‘Our objective is to establish a seamless communication channel between our business and our suppliers, with Enable serving as the central tool for this purpose. This ensures that nothing is overlooked, all transactions are captured, validated, and audited, fostering consensus among all stakeholders. By identifying synergies and optimizing our business practices collectively, we aim to elevate our business to new heights.’<\/p>\n

    \n
    \n \n Mark Finocchiaro<\/span>\n Managing Partner and 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 \"chemist warehouse store\"\n\n <\/div>\n <\/div>\n <\/div>\n \n
    \n
    \n
    \n \n

    ‘Flintfox by Enable and Microsoft helped us strategize how to better manage advanced pricing, promotion management, and complex supply chain pricing, as well as provide a roadmap for the future.’<\/p>\n

    \n
    \n \n Joshua Motsuenyane<\/span>\n Chief Information Officer, Coca Cola Beverages Africa<\/span>\n <\/cite>\n <\/div>\n
    \n \n\n Read customer story<\/span><\/a>\n <\/div>\n <\/div>\n <\/blockquote>\n <\/div>\n
    \n \"coca-cola\"\n\n <\/div>\n <\/div>\n <\/div>\n \n
    \n
    \n
    \n \n

    ‘The ultimate goal is to provide our team with a cohesive and consistent framework for trading terms. This approach not only streamlines governance but also simplifies reporting and rebate management processes. By ensuring a standardized set of trading terms, our aim is to bring greater clarity and efficiency to our rebate strategy. This strategic move toward governance reflects a commitment to continuous improvement, enabling us to navigate negotiations more effectively and manage the rebate process in a transparent, reportable, and manageable manner.’<\/p>\n

    \n
    \n \n Juanique Vorster<\/span>\n Subject Matter Educator<\/span>\n <\/cite>\n <\/div>\n
    \n \n\n Read customer story<\/span><\/a>\n <\/div>\n <\/div>\n <\/blockquote>\n <\/div>\n
    \n \"david jones store\"\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":14832,"parent":0,"template":"","meta":{"_acf_changed":true},"customer_tag":[541,18],"class_list":["post-14817","customer","type-customer","status-publish","has-post-thumbnail","hentry","customer_tag-audio-visual","customer_tag-distribution"],"acf":[],"yoast_head":"\nHabitech — Enable<\/title>\n<meta name=\"description\" content=\"Transitioning to Enable allowed Habitech to streamline their processes, ensuring accuracy and saving significant time monthly.\" \/>\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\/enable-helps-habitech-grow-rebate-agreements-by-2000\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" 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