One Blog |March 20, 2018 | Supplier Bill-Back Recovery

POS Marketing - Supplier Bill-Back Recovery - Strategy, Tactic, or Both?

Denis Clark

Customer Challenge

We recently were told by a manager at one of our new customers that he had been assigned to work on strategic projects for the company. We asked a couple of questions to determine which projects were considered strategic.

Lucky for him, his company had OnTrak.

Supplier Bill-Back Recovery

At the top of his list was a project to implement a system that accurately tracks and manages, as well as ‘recovers’, the maximum supplier marketing co-op dollars available from his company’s suppliers.

This is a highly visible project for our customer, and certainly seems to pass the test of being strategic.

Strategic vs. Tactical

Typically, a strategic project is one that is intended to have long term objectives, and which when implemented becomes integrated into the company’s operation.

On the other hand, tactical projects tend to be the means to achieving the strategic objective - A way to enable the strategic goal. 

Strategies are generally thought of as “What to do” whereas tactics are more concerned with “How to do it”.

Remember our customer’s top strategic objective was to maximize the recovery of supplier billback monies.

Next, our customer was faced with developing the tactics to achieve these strategic goals – sometimes a daunting task.

Fortunately for our customer, POS tracking and marketing tools are now available that lower the costs and risks associated with making such a strategic decision

And fortunately for us he chose the tactics and the tools from OnTrak Software, to achieve and support the company’s strategic objective. 

Why Is Bill-Back Recovery Important?

The more dollars a company is able to recover, the more they are able to reduce their overall point-of sales (POS) expenses.  

Using measured and managed POS, they were able to increase annual sales and grow market share.

Who are we to argue the point our new customer made:

“OnTrak is a strategic investment that will help us turn our Graphics Division from a cost center to a profit center.”

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