Verlorene Rückvergütungen und MDF‑Mittel im Channel

Definition

Vendor‑funded programs such as rebates and Market Development Funds are a key lever for VAR and reseller margin improvement, with best‑practice margin management explicitly recommending strong tracking of rebates and MDF to support cost control and margin protection.[1] Where wholesalers and VARs rely on spreadsheets or emails to record qualifying sales volumes, co‑op marketing activities, and claim submissions, errors and timing issues are common: claims are submitted late, lack required backing documentation, or are missed entirely. Although exact Australian AUD figures for VARs are not published, industry practice shows that a meaningful part of channel profitability comes from rebates and MDF; even the presence of a dedicated KPI “rebate capture rate” signals that non‑capture is a known leakage.[1] For a typical program size of 2–5% of vendor turnover through the channel, losing 20–50% of available funds through poor tracking implies a 1–3% revenue‑equivalent leakage, which is material given 5–8% product margins.

Why This Matters

The Pitch: Australian 🇦🇺 IT wholesalers and VARs forfeit 1–3% of vendor‑funded rebate and MDF income annually because claims are not tracked or submitted in time. Automating rebate accruals and MDF claim workflows recovers this lost income.

Affected Stakeholders

Channel managers, Vendor relationship managers, Finance and revenue accounting, Marketing managers (co‑op/MDF), Executive management

Related Business Risks