How do I explain my convenience store’s supplier rebates and vendor deals to a buyer?

Begin with a simple schedule of each supplier arrangement. For each one, list what you commit to, such as shelf space, minimum purchases or exclusivity, and what you receive back. Some rebates arrive as cheques, some as credits against invoices, and some are quietly folded into the price. Buyers need to know which kind each one is, because that decides how it appears in your records.

Then show the evidence. Pull the agreements and the statements that show rebates actually received, and point to where they land in your books. A buyer’s accountant will want to separate recurring rebates from one-off promotions, so label them before they ask.

The question that matters most to a buyer is what happens at closing. Some agreements are personal to you, some need the supplier’s consent, and some end when the business changes hands. Contact suppliers only when you and your lawyer agree on timing, and consider telling them yourself so the buyer does not hear it first from the supplier. Be candid about any deal that depends on your relationship. A tidy one-page summary at the front of the file helps a buyer find what matters in minutes.

Key takeaways

• List each supplier deal with its obligations, payment method and history.
• Separate recurring rebates from one-off promotions in your records.
• Check which agreements transfer, which need consent, and which end at sale.