Rabattpolitik

Rabattpolitik is the set of policies and practices governing discounts and rebates offered by a company. It defines when discounts are granted, to whom, at what level, and under which conditions, with the aim of influencing customer behavior and driving sales while protecting margins.

Key elements include eligibility criteria (customer segments, channels, and purchases), discount types (volume or quantity discounts; seasonal promotions; loyalty discounts; cash or early payment discounts; trade discounts to retailers or distributors; promotional codes), and conditions (minimum order value, product exclusions, time windows). Documentation and communication are critical: terms, conditions, and disclosures should be clear to avoid misunderstandings.

Objectives: increase sales, reward loyal customers, encourage larger orders, manage inventory, and support channel strategies. The policy should align with overall pricing strategy and financial targets, and be implemented with defined authority levels, monitoring, and periodic review.

Legal and ethical considerations: must comply with consumer protection and competition laws; avoid deceptive advertising and unlawful price discrimination; ensure transparency of actual price, reference prices, and discount rates; consider data protection when discounts use customer data.

Operational aspects: governance includes central policy with delegations, approval workflows, and auditing; performance metrics include discount uptake, margin impact, customer response. Risks include margin erosion, cannibalization, market confusion, and damage to brand if discounts are used inconsistently.