Slab discounts, free quantity, festival offers, “only for North dealers” exceptions — Indian B2B schemes are powerful because they are flexible. When the rulebook is verbal, the rep either under-promises or over-gives. Margin walks out through WhatsApp exceptions that finance discovers too late.
Put eligibility where the order is created. Before the dealer hears a number, the phone should show what applies to this account and these SKUs — the same rules the office configured.
Make schemes operational
- Start and end dates visible on mobile
- Customer or segment eligibility without “ask HQ”
- Line-level applied vs available offers
- Office audit of granted vs approved — for margin hygiene
A clean way to launch one scheme
- Write eligibility in one paragraph sales and finance both sign
- Configure dates, segments, and SKUs in the system first
- Train reps with three example dealers: eligible, not eligible, borderline
- Review exceptions every Friday for two weeks, then tighten rules
What to measure
- % of scheme orders with system-applied eligibility (not manual override)
- Override rate by branch and by manager
- Gross margin on scheme vs non-scheme lines
- Time from scheme publish to first field application
Questions for your promotions tool
- Can field see why a scheme did not apply?
- Are overrides logged with reason codes?
- Do online and offline evaluate the same rules?
- Can finance export applied schemes without hunting chat screenshots?
Frequently asked questions
What are B2B trade schemes in sales software?
Trade schemes are structured offers — slab discounts, free quantity, festival promotions — with dates and eligibility. Good software applies them on the order so field teams do not rely on WhatsApp exceptions.
How does B2Bhaarat help with dealer promotions?
B2Bhaarat helps configure schemes in the office and surface eligibility on field orders, so reps can explain offers at the counter and finance can audit what was applied.
Why do verbal schemes hurt margin?
When eligibility lives in a manager’s head, reps over-give or under-promise. Recording schemes on the order — as B2Bhaarat encourages — creates an audit trail and reduces exception chats.
