Can You Prove Your Pricing and Rebate Strategies Are Working?
5 Reasons Most Teams Can’t
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Most organizations have pricing and rebate strategies on paper. Far fewer can clearly explain what those dollars are actually delivering.
Rebates are approved, discounts are negotiated, and programs are renewed, yet when leaders ask what's driving measurable growth, margin protection, or customer behavior, the answers are often unclear. The core issue is simple: organizations lose sight of what job each pricing or rebate dollar is meant to do.
This webinar bridges the gap between pricing execution and commercial outcomes. Enable's experts break down where pricing and rebate strategies fall short and how to turn them into disciplined, measurable levers for growth.
Rather than staying high level or narrowly technical, the session provides a practical diagnostic attendees can apply immediately, helping teams identify underperformance, prove impact, and scale programs with confidence.
In this webinar, we'll cover:
- The five most common ways pricing and rebate strategies fail and why they rarely deliver provable results
- How to define clear commercial objectives and measure real ROI, not just rebate spend
- Practical test and learn approaches to isolate true program impact from external factors
- How to simplify pricing and rebate programs and position them as commercial investments, not cost centers
If your organization struggles to prove ROI, align teams, or scale pricing and rebate programs with confidence, this session provides a clear and actionable path forward.
Speakers
Mark Gilham
Vice President & Head of Global Advisory
Enable
Mark Gilham (FCCA, CPP) is Vice President & Head of Global Advisory at Enable, with extensive commercial strategy and pricing experience drawn from CFO roles across banking, wealth management, building materials distribution, and outsourced fulfilment. A thought leader featured in Harvard Business Review, Mark has presented at the World Finance Forum, Industrial Supply Association, Procurement & Supply Chain Live, Distribution Strategy Group, and the Professional Pricing Society, helping organizations optimize commercial agreements and build strategic resilience in volatile markets.
Steve Peppler
Vice President Product & Business Transformation
Flintfox by Enable
Steve Peppler, a founder of Flintfox by Enable, has extensive pricing experience honed from senior finance and sales management roles at Kraft, Pepsi, Western Digital, and Hewlett Packard. During his 20 years at Flintfox by Enable, Steve has worked closely with distributors from all sectors and all regions developing pricing solutions at companies including US Foods, WESCO/Anixter, SiteOne Landscape Supply, PartsTown, Opici Distribution, Sonepar Norway, PJP, Sarnova, Horizon Beverage, Dagrofa FoodService, L&F Distributors, and CERTCO.
Jeff Shelton
Chief Financial Officer
Mueller Roofing Distributors
Jeff Shelton is Chief Financial Officer at Mueller Roofing Distributors, where he leads financial strategy and supports the company's continued growth. With decades of senior finance leadership at organizations including Hubert Company and Skyline Chili, Jeff specializes in helping founder-led and family-owned distributors evolve into professionally managed, high-performing organizations – bringing deep expertise in financial planning and analysis, cash flow optimization, forecasting, and building the financial controls that drive scalability.
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