Discount schedules from manufacturers are generally in the form of contracts. Transmission of data to Polaris is either by ftp or tape. Data can be inaccurate and may go through several rounds of scrubbing. Depending on division, the data needed for calculations may be stored on SQL servers, Oracle servers, home brewed applications, or simple Excel spreadsheets. There are a great number of factors in determining the rebate calculations, which is one of the reasons why they are only done quarterly.
Development is done in-house and also by consultants and outsourcers.
Potential Opportunities Polaris has opportunities in increasing the efficiency of rebate calculation and cross selling. Also, the data they possess may be of interest to Distributors and Manufacturers if presented correctly. Finally, their position in the sales channel may make them a logical choice to host online solutions. The sales force clearly holds power in the organization but the new CEO has great resolve to ensure the survival and growth of the company. Dramatic change in the organization is not out of the question.