Tom BurtonCo-Founder, COO and CTO of LeadSmart Technologies

Why rebates should reflect effort and not inflation? #RebateStrategy

Name: Why rebates should reflect effort and not inflation? #RebateStrategy
Uploaded: 2025-07-25T17:45:31+00:00
Duration: 38 s
Channel: Tom Burton
Description: Short excerpt from a YouTube discussion (Tom Burton) arguing that rebates and incentives should be based on volumetric/unit measures rather than…

25 Jul 2025 · 1 min

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Short excerpt from a YouTube discussion (Tom Burton) arguing that rebates and incentives should be based on volumetric/unit measures rather than value-based metrics, because value-based rebates can inflate payouts when prices rise (e.g., a 25% tariff). The conversation links this rebate strategy to sales compensation design and related commercial conversations.

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And then finally, the other thing we're really seeing is people trying to move away from what I class as value based rebates and incentives. So, Tom, if you think about it, if you have a 25 tariff comes in and everything is worth 25% more, you're going to pay out rebates to your customers who've got targets just because of the tariff. So where possible, move it to a volumetric or a unit based rebate incentive. So we're seeing a bit of that. And those conversations also flow into sales comps, these kind of things. What should we be doing there? So, absolutely, rebates can play a role.