{"id":18981,"date":"2025-12-01T16:11:41","date_gmt":"2025-12-01T16:11:41","guid":{"rendered":"https:\/\/enable.local\/?p=18981"},"modified":"2026-03-03T12:29:18","modified_gmt":"2026-03-03T17:29:18","slug":"dont-leave-money-on-the-table-know-how-much-you-should-be-getting","status":"publish","type":"post","link":"https:\/\/www.enable.com\/resources\/articles\/dont-leave-money-on-the-table-know-how-much-you-should-be-getting\/","title":{"rendered":"Don’t Leave Money on the Table: Know How Much You Should be Getting"},"content":{"rendered":"\n

According to KPMG, less than half (46%) of finance leaders are very satisfied with their ability to make informed decisions based on data. That\u2019s not good enough. If finance leaders don\u2019t know how much they should be getting, the chances are that their organizations may be leaving money on the table.<\/p>\n\n\n\n

In this article, we discuss the importance of collecting revenue in a timely way, share why finance leaders are still leaving money on the table in a digital age and reveal how they can put a stop to it. As you might suspect, the answer lies in the art of managing rebates effectively\u2026<\/p>\n\n\n\n

Knowledge Is Power \u2013 But Are You Using it?<\/h2>\n\n\n\n

In 1597, Francis Bacon said, \u201cKnowledge is Power.\u201d More than half a millennium later, the statement still holds. Finance leaders have the power and the responsibility to keep their fingers on the pulse of an organization\u2019s success. The finance leader is in charge of analyzing, predicting, interpreting, and managing money. None of this is a surprise. However, it is surprising how few organizations are leveraging the power of visibility to maximize their rebate income or reduce their rebate spending.<\/p>\n\n\n\n

Research<\/a> by Industrial Supply Magazine states that \u201c57% of distributors don\u2019t maximize funds, leaving a significant amount of money on the table.\u201d We have to wonder why. It\u2019s not due to a lack of knowledge, experience, or interest in maximizing profits. So what could be causing this lack of income maximization?<\/p>\n\n\n\n

From our observations over many years of helping customers improve the way they manage rebates, we note that it often occurs because rebates aren\u2019t treated as a strategic source of revenue improvement. As the above research says, \u201cfunds generation is not funds maximization. Just because money is available does not predict its usage.\u201d This applies to both sides of the rebate equation: rebate redemption and allocation.<\/p>\n\n\n\n

The Importance of Collecting Money on Time<\/h2>\n\n\n\n

It has often been said that cash is king. But cash flow is critical. The longer a bill remains unpaid, the less money is available for other business-building or profit-making activities.<\/p>\n\n\n\n

As we explain in this introductory blog post \u2013 rebate management explained<\/a> \u2013 the main obstacles that lead to delayed payments and a slower cash flow for your business are disputes over what was agreed, challenges with calculating rebates, and the inefficiency of manual processes. This is often made worse by disparate systems and high levels of dependency on a single person.<\/p>\n\n\n\n

Time can be wasted in the rebate claims process when parties lack visibility of the agreement and have to engage other team members to confirm what was agreed. And if calculation processes are manual and data is spread over many systems, time is also lost in simple administration. (Particularly if calculations are inaccurate.)<\/p>\n\n\n\n

Why Finance Leaders are Leaving Money on the Table<\/h2>\n\n\n\n

Before John Janis, the Director of Supply Chain Management at Chadwell Supply, started using Enable; they lived in a world of spreadsheets. They had no forecast capability or the ability to track the pace of spin. John explains that once they had a system in place to account for their rebates accurately, \u201cI quickly recognized that Chadwell Supply was missing out on deal earnings, [which] potentially strained supply relationships based on rebates and rebate tracking. And maybe a supplier owing us some rebate money that we weren\u2019t aware of.\u201d    <\/p>\n\n\n\n

It doesn\u2019t have to be this way, however. Customer rebate programs can actually be an incredibly rich source of income, not to mention insight, for finance leaders.<\/p>\n\n\n\n

However, to fix the underlying issues, something has to change. In a paper on Trust in Digital Supply Chain Management,<\/a> the author reminds us that the prioritization of technology that allows visibility of the whole supply chain should be done first. Then companies should invest in the technologies that enable future agility, flexibility, and responsiveness to customer demand… At least, that\u2019s what The Center for Global Enterprise recommended in 2016. Since then, in our forever-changed, post-pandemic world, the need for visibility, agility, and responsiveness have assumed almost equal importance.<\/p>\n\n\n\n

Fortunately, many intelligence systems, including rebate management software, allow all these needs to be met: preventing money from being left on the table. When data flows seamlessly from one system to another, errors are massively reduced. When it\u2019s possible to view rebates at a glance rather than relying on one person to dig out critical information, key person dependency can be eliminated. Even more beautifully, when relevant rebate information is shared between parties, collaboration becomes far more possible and effective.<\/p>\n\n\n\n

How you can Avoid Leaving Money on the Table<\/h2>\n\n\n\n

Improved rebate visibility, trackability, clarity, and focus help all parties negotiate better deals, keep track of rebate income, or, on the other side, ensure that rebate is paid out correctly.<\/p>\n\n\n\n

Then there\u2019s the critical data safety issue. Being able to trust that the data in systems is correct and, more importantly, that all parties agree it\u2019s correct reduces tension and improves relationships.<\/p>\n\n\n\n

There\u2019s also a compliance-related benefit to investing in rebate management software. It ensures your company can comply with relevant legislation (you can even build in extra levels of validation if you work in a highly regulated industry).<\/p>\n\n\n\n

Lastly, having secure access to rebate data restricts the risk of data leakage.<\/p>\n\n\n\n

It\u2019s also important to remember that the knock-on effect of inscrutable rebates flows downstream, for example, to accounts payable (AP) teams. As Bob Monio explains in PaymentsJournal,<\/a> \u201cmoney is being left on the table when AP visibility is lacking: 24 percent of the average AP staff\u2019s time is spent working directly with suppliers to fix invoice, processing and payment errors.\u201d In this one example alone, lack of visibility creates uncertainty over how many invoices are paid on time, where the bottlenecks are in the process, which processes are causing the most significant delays, and, of course, how much time teams are spending on low-value tasks when they could be doing more value-added tasks.<\/p>\n\n\n\n

Become a First-Class Rebate Accounting Team with Enable<\/h2>\n\n\n\n

The alternative to leaving money on the table is embracing rebate management automation. By choosing the right software, finance leaders won\u2019t just improve their bottom line; they will also gain all-important visibility and control.<\/p>\n\n\n\n

In summary, we\u2019ll end with a quote from the KPMG report quoted at the beginning of this article:<\/p>\n\n\n\n

\n

\u201cPartly in response to recent pressures, a host of data and analytics technologies are emerging that can provide greater supply chain visibility and control. Companies that accelerate the deployment of these technologies not only enhance supply chain resilience but also unlock long-term advantages in speed, cost reduction, and sustainability.\u201d<\/p>\n<\/blockquote>\n\n\n\n

Get in touch<\/a> if you\u2019re ready to unlock long-term advantages by leveraging the power of rebate management software. Or, if you want to know how the software trusted by industry leaders to do far more than just make rebates easy works, schedule a demo.<\/p>\n\n\n\n","protected":false},"excerpt":{"rendered":"

According to KPMG, less than half (46%) of finance leaders are very satisfied with their ability to make informed decisions based on data. That\u2019s not good enough. If finance leaders don\u2019t know how much they should be getting, the chances are that their organizations may be leaving money on the table. In this article, we […]<\/p>\n","protected":false},"author":39,"featured_media":3049,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"tags":[516],"class_list":["post-18981","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","tag-finance"],"acf":[],"yoast_head":"\nDon't Leave Money on the Table: Know How Much You Should be Getting — Enable<\/title>\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\/resources\/articles\/dont-leave-money-on-the-table-know-how-much-you-should-be-getting\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Don't Leave Money on the Table: Know How Much You Should be Getting — Enable\" \/>\n<meta property=\"og:description\" content=\"According to KPMG, less than half (46%) of finance leaders are very satisfied with their ability to make informed decisions based on data. 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