{"id":16095,"date":"2025-09-10T01:22:09","date_gmt":"2025-09-10T01:22:09","guid":{"rendered":"https:\/\/enable.local\/?post_type=customer&p=16095"},"modified":"2025-12-03T15:36:09","modified_gmt":"2025-12-03T15:36:09","slug":"laticrete-cuts-weeks-of-manual-rebate-management-to-seconds-with-enable","status":"publish","type":"customer","link":"https:\/\/www.enable.com\/customers\/laticrete-cuts-weeks-of-manual-rebate-management-to-seconds-with-enable\/","title":{"rendered":"Laticrete"},"content":{"rendered":"\n

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

Founded nearly 70 years ago, LATICRETE is a family-owned manufacturer specializing in tile and stone installation materials. The company\u2019s product portfolio ranges from adhesives, grout, and waterproofing systems to adjacent categories like masonry installation and cleaning solutions. While LATICRETE has grown into a global brand, its focus remains on providing high-quality installation materials for tile and stone projects.<\/p>\n\n\n\n

A Collaborative Finance-Sales Approach<\/strong><\/h4>\n\n\n\n

At LATICRETE, rebate management sits firmly within finance, led by Karl Besescheck, VP of Finance. While Karl oversees manufacturing and broader financial operations, he plays a critical role in partnering with sales on rebate strategy.<\/p>\n\n\n\n

\u201cWe left the administration side strictly in finance for a couple different reasons,\u201d explained Karl. \u201cNumber one is the numbers, so it just makes sense. But number two, it takes some of the emotion away from the relationship that exists between sales and the customers. Finance is less emotional and very focused on the numbers, and that\u2019s worked really well for us.\u201d<\/p>\n\n\n\n

This division of responsibilities allows LATICRETE to remain objective with rebates, while still fostering collaboration between finance and sales.<\/p>\n\n\n\n

Rebates as a Long-Term Partnership Tool<\/strong><\/h4>\n\n\n\n

For Karl and his team, rebates are more than just financial levers\u2014they are a key to building lasting partnerships with distributors and retailers.<\/p>\n\n\n\n

\u201cI think rebates show your customers that you\u2019re in it for a long-term relationship,\u201d said Karl. \u201cWe try not to just focus on the transactional behavior of day-to-day business. Instead, we focus on encouraging growth and market share gain within our categories.\u201d<\/p>\n\n\n\n

Because the tile and stone industry in North America is a mature market with limited organic growth, LATICRETE uses rebate programs to help distributors capture market share. The company also enforces commitments to agreements, reinforcing accountability by reserving the right to withhold rebates if customers fail to pay invoices on time.<\/p>\n\n\n\n

Annual Rewards Over Quarterly Payouts<\/strong><\/h4>\n\n\n\n

When it comes to rebate payment schedules, LATICRETE takes a different approach than many competitors. While some large distributors expect quarterly payments, Karl and his team believe annual payouts create stronger alignment.<\/p>\n\n\n\n

\u201cWe view the annual payment as much less transactional,\u201d Karl explained. \u201cIt\u2019s harder to tie the math directly to day-to-day purchases, and instead, it reinforces working together to hit bigger objectives. We think it\u2019s much more meaningful to hand customers a large check at the end of the year versus four smaller ones.\u201d<\/p>\n\n\n\n

Driving Growth Through Innovative SPA Programs<\/strong><\/h4>\n\n\n\n

LATICRETE also works with distributors that use special pricing agreements (SPAs)\u2014a strategy that rewards growth within certain customer subsets. Historically, managing these programs was cumbersome in Excel. With Enable, the process has become much more efficient and collaborative.<\/p>\n\n\n\n

\u201cEnable helped us guide distributors to provide information in a more palatable way,\u201d said Karl. \u201cIt\u2019s definitely driven growth. If I look at distributors that offer SPA programs, they\u2019re up 10 to 15% more than those that don\u2019t.\u201d<\/p>\n\n\n\n

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

Annual Programs Created Bottlenecks<\/strong><\/h4>\n\n\n\n

LATICRETE\u2019s rebate programs are structured on an annual basis, which created major bottlenecks both at the beginning and end of each year. Program formation, documentation, and calculation all happened in concentrated bursts, placing an administrative strain on the finance team.<\/p>\n\n\n\n

\u201cThe biggest thing is because the rebate programs are annual, all of the bookends\u2014the formation of the programs and then the calculation\u2014happen during one time of the year,\u201d explained Karl. \u201cIt\u2019s just such a bottleneck, and it\u2019s manual. You\u2019re creating Word documents, saving them as PDFs, manually typing in numbers, and making sure they get to the right people.\u201d<\/p>\n\n\n\n

This challenge was amplified at year-end. With the company closed between Christmas and New Year\u2019s, the finance team returned in early January facing the daunting task of calculating 30\u201340 rebate programs all at once.<\/p>\n\n\n\n

Complexity Increases with Growth<\/strong><\/h4>\n\n\n\n

As the company scaled and added customers, managing rebates became increasingly complex and labor-intensive, particularly due to the demands of calendar-year run programs and the associated manual calculations and tracking. The team expressed frustration with spending too much time on non-value-add tasks rather than on activities that could drive strategic growth.<\/p>\n\n\n\n

Limited Practice, Limited Improvement<\/strong><\/h4>\n\n\n\n

Because rebates were only calculated once a year, the process never became more efficient.<\/p>\n\n\n\n

\u201cIt\u2019s not overly complex, but there are a lot of them,\u201d said Karl. \u201cAnd when you only do something once every 12 months, you never really get better at it.\u201d<\/p>\n\n\n\n

The result was significant opportunity cost\u2014time spent on administrative work that could otherwise be focused on more value-added activities.<\/p>\n\n\n\n

Key-Person Dependency<\/strong><\/h4>\n\n\n\n

Rebate management was historically managed by a single individual at LATICRETE, creating a potential risk despite the process being well-documented for audits. While Karl noted that the team was \u201cbuttoned up\u201d thanks to audit requirements, having rebates concentrated with one person was far from ideal.<\/p>\n\n\n\n

\u201cEven if someone else could step in and figure it out, you never really want something that important sitting with just one person,\u201d Karl reflected.<\/p>\n\n\n\n

The formation of new rebate plans could take as long as 45 days\u2014from drafting documentation to securing approvals\u2014leaving some customers waiting until late February to receive their programs for the new fiscal year. Now thanks to Enable this admin time has been cut by 90%.<\/p>\n\n\n\n

An Administrative Burden, Not a Value Driver<\/strong><\/h4>\n\n\n\n

Ultimately, LATICRETE\u2019s rebate management became an administrative burden rather than a strategic enabler.<\/p>\n\n\n\n

\u201cThese programs are important to us, but the way we were managing them was very administrative in nature,\u201d Karl said. \u201cWe want to remove as many of those tasks as possible from a human.\u201d<\/p>\n\n\n\n

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

A Partner, Not Just a Vendor<\/strong><\/h4>\n\n\n\n

When evaluating solutions, LATICRETE was determined to avoid the common pitfall of investing in \u201cshiny\u201d software that looks promising upfront but doesn\u2019t fit the business long term. With Enable, the experience was different.<\/p>\n\n\n\n

\u201cEnable took the time to understand us as a business and make sure that they were a good fit for us just as much as we were a good fit for them,\u201d said Karl. \u201cWe\u2019ve bought software before that looked nice, but by implementation we realized it wasn\u2019t the right decision. With Enable, that was not the case.\u201d<\/p>\n\n\n\n

The company went through multiple demos and felt confident in both the product and the partnership from the very beginning.<\/p>\n\n\n\n

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

For Karl, the onboarding and ongoing support have been a standout.<\/p>\n\n\n\n

\u201cThe support and onboarding has been absolutely outstanding. I really don\u2019t have another word for it,\u201d Karl shared. \u201cIt almost feels like the Enable team are coworkers, not a consulting partner or software provider. That\u2019s super important to me\u2014and to my team.\u201d<\/p>\n\n\n\n

This collaborative relationship has helped LATICRETE roll out Enable smoothly across finance and sales, reinforcing cross-functional trust.<\/p>\n\n\n\n

\u200dEnding Bottlenecks, Streamlining Processes<\/strong><\/h4>\n\n\n\n

Enable has eliminated the bottlenecks that once slowed down rebate management.<\/p>\n\n\n\n

\u201cEnable has ended those bottlenecks. We can push a button and do a renewal. We can push a button and do a calculation or an accrual. It\u2019s just so much faster.\u201d<\/p>\n\n\n\n

What once took weeks of manual work can now be completed in seconds. Renewals, calculations, and documentation are all streamlined and error-proofed, with professional, standardized outputs.<\/p>\n\n\n\n

Faster Calculations and Payments<\/strong><\/h4>\n\n\n\n

With rebates centralized in Enable, audits are more efficient and rebate calculations are completed significantly faster. Sales teams also benefit from greater autonomy, as they can now access rebate information directly without relying on finance for every question.<\/p>\n\n\n\n

\u201cIt\u2019s definitely given us the ability to pay significantly quicker by 4-8 weeks,\u201d said Karl. \u201cInstead of customers hounding us in February or March asking where their rebate is, we\u2019re ready to go on January 5th. That makes it much more meaningful to the customer as well.\u201d<\/p>\n\n\n\n

Strengthening Finance and Sales Collaboration<\/strong><\/h4>\n\n\n\n

Perhaps most importantly, Enable reinforces collaboration between finance and sales. Both functions now share ownership of rebate programs, ensuring alignment with commercial goals and financial strategy.<\/p>\n\n\n\n

\u201cEnable has helped support the continued collaboration between finance and sales,\u201d Karl explained. \u201cWhen we make a change to a program, leadership knows both parties have already done the math and had the strategic conversations. They trust it more because it\u2019s not just finance or sales\u2014it\u2019s both.\u201d<\/p>\n\n\n\n

A Foundation for Strategic Growth<\/strong><\/h4>\n\n\n\n

Beyond streamlining, LATICRETE sees Enable as a platform to evolve its rebate strategy. Karl has handed off day-to-day administration to newer team members, encouraging them to bring a fresh perspective and explore more innovative approaches to rebate programs.<\/p>\n\n\n\n

\n

\u201cWe\u2019re now evolving as a business and trying to find things from adjacent industries that really work. Part of the reason I passed the torch to Lauren and Andrew is to remove my rigidness and old way of thinking. I look forward to this becoming a really big thing in the next couple of years.\u201d<\/p>\n<\/blockquote>\n\n\n\n

Karl Besescheck<\/strong> | VP, Finance<\/p>\n\n\n\n

Takeaways<\/h2>\n\n\n\n
    \n
  • What once took weeks of manual work (Word, Excel, PDFs) is now automated. Enable has ended year-end bottlenecks, accelerated calculations, and empowered sales with direct access to rebate information\u2014leading to faster, more meaningful payments.<\/li>\n\n\n\n
  • By keeping rebate administration within finance, LATICRETE ensures objectivity and removes emotion from customer relationships\u2014while still fostering close collaboration with sales on strategy.<\/li>\n\n\n\n
  • With streamlined processes, LATICRETE is moving beyond administration toward innovation. By involving newer team members and leveraging Enable\u2019s capabilities, the company is exploring more creative rebate strategies to fuel long-term growth.<\/li>\n<\/ul>\n\n\n\n\n\n \n
    \n
    \n
    \n
    \n

    90%<\/h3>\n <\/div>\n
    \n

    reduction in admin<\/p>\n <\/div>\n <\/div>\n <\/div>\n

    \n
    \n
    \n

    4-8<\/h3>\n <\/div>\n
    \n

    weeks faster rebate payouts<\/p>\n <\/div>\n <\/div>\n <\/div>\n

    \n
    \n
    \n

    10-15%<\/h3>\n <\/div>\n
    \n

    distributor growth<\/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 \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 Building Materials\n <\/span>\n <\/button>\n <\/li>\n <\/ul>\n <\/div>\n <\/div>\n \n
    \n \n
    \n
    \n <\/div>\n <\/div>\n <\/div>\n \n
    \n
    \n
    \n \n

    ‘While expanding might present challenges\u2014such as existing distribution from competitors\u2014Enable provides a framework that helps us analyze our programs, ensuring we're at least on an equal playing field. This way, we can avoid losing out on rebates, even if we're not the preferred vendor partner in those markets. Overall, this strategic approach allows us to navigate expansion thoughtfully and effectively.’<\/p>\n

    \n
    \n \n Brennan Hall<\/span>\n Director of Duct Fab Supplies and Air Distribution Products<\/span>\n <\/cite>\n <\/div>\n
    \n \n\n Read customer story<\/span><\/a>\n <\/div>\n <\/div>\n <\/blockquote>\n <\/div>\n
    \n \"conklin man\"\n\n <\/div>\n <\/div>\n <\/div>\n \n
    \n
    \n
    \n \n

    ‘Milner comments, \u201cThe support we've received from Enable has been exceptionally impressive. There were occasions when we required accelerated assistance and Enable was there to support us promptly. Their humble and adaptable approach, working at our pace during challenging times, was greatly appreciated. All in all, I couldn't have asked for more, and Enable's support has been truly fantastic.’<\/p>\n

    \n
    \n \n Alan Milner<\/span>\n Commercial 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 \"cromwell people and van\"\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 <\/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":19045,"parent":0,"template":"","meta":{"_acf_changed":false},"customer_tag":[478,49],"class_list":["post-16095","customer","type-customer","status-publish","has-post-thumbnail","hentry","customer_tag-building-materials","customer_tag-manufacturing"],"acf":[],"yoast_head":"\nLaticrete — Enable<\/title>\n<meta name=\"description\" content=\"What once took weeks of manual work is now automated. 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