10 Tariff Takeaways from Catalyze: What’s Next for Trade, Rebates and Pricing

Elizabeth Lavelle
Senior Content Manager
Published:
May 14, 2025
tariffs

At this year’s Catalyze conference, tariffs were a dominant theme, with three powerhouse sessions tackling the issue from distinct but complementary angles. Omar Nashashibi offered the Washington insider's view, Dr. Robert Eyler broke down the macroeconomic risks, and a strategic pricing panel featuring Steve Peppler and James Lett from Flintfox dove into how organizations can adapt in real time. Together, they provided a roadmap for navigating what may be the most volatile trade environment in a generation.  

  1. A “Tariff Truce” is Over — Prepare for Policy Shifts

Nashashibi emphasized that while the U.S. has largely been in a "tariff truce" over the past two years, that grace period is likely coming to an end. The U.S. Trade Representative's (USTR) four-year review of Section 301 tariffs on Chinese imports is expected to conclude soon—and the expectation is that tariffs will not only remain but could be restructured or expanded. Companies relying on tariff exclusions should brace for potential disruptions, especially if the exclusions sunset without renewal.

  1. Uncertainty is the Real Risk

The lack of a clear tariff policy “endgame” is freezing decision-making. Eyler likened the current state to macroeconomic pinball—businesses are unsure whether to expand, hire, or invest. That caution could become self-fulfilling, driving down consumer demand and eventually employment—key ingredients for a recession.

  1. Trade is Now a Political Weapon

One of the most striking points Nashashibi made was that trade policy has become a “campaign tool.” Whether through tariffs, export controls, or sourcing mandates, both political parties have embraced trade measures as part of broader foreign policy and electoral strategies. With presidential candidates gearing up for 2028, expect more aggressive rhetoric—and possibly action—around reshoring, “Buy American” mandates, and tighter restrictions on Chinese imports.  

  1. The Inflation and Trade Balancing Act

Tariffs are essentially indirect sales taxes, with complex implications for both producers and consumers. Dr. Eyler highlighted a crucial economic principle: the impact of tariffs depends on the elasticity of demand. When consumers are price-sensitive, producers often absorb the additional costs to maintain sales, while less elastic markets see consumers bearing the brunt of increased prices.

  1. Tariffs Could Push Manufacturing to Reshore—or Pause

Tariffs may create near-term opportunities for domestic producers with excess capacity. But for most, Eyler warned, elevated input costs and uncertainty around sourcing will delay reshoring. “This isn’t an industrial renaissance,” he said. “It's more like controlled disruption. For some, there’s a gain. For others, it’s paralysis.”

  1. Supply Chains Must Stay Agile

For business leaders, the key message was clear: build flexibility into your supply chains. Companies that treat tariffs as a temporary headache risk being caught off guard. Nashashibi recommended investing in legal counsel and trade compliance experts now, rather than waiting for a disruptive policy change later. “Be proactive, not reactive,” he urged.  

  1. Rebates Are Powerful Tools for Margin Protection

The panel stressed the importance of modern rebate programs as a pricing lever. Whether used to share savings, delay a cost pass-through, or protect against market exits, rebates give companies flexibility to negotiate customer loyalty while weathering cost increases behind the scenes.

  1. AI and Data Will Help Navigate the Next Tariff Wave  

Looking forward, Nashashibi hinted that advanced analytics and AI could become valuable tools for identifying tariff exposure and modeling cost scenarios under different policy outcomes. As tariff schedules become more complex and politically driven, having granular, data-informed visibility into product classifications, sourcing alternatives, and compliance strategies will give businesses a crucial edge.

  1. “Wait and See” = Margin Leakage

A reactive approach is a risky one. Peppler warned that companies waiting for clarity before acting are locking themselves into 60–90 days of margin erosion due to slow price pass-throughs. Instead, he advised proactively taking price increases in anticipation of tariffs—even without confirmation—to get ahead of the impact.

  1. Pricing Strategy Needs More Nuance Than Ever

Gone are the days of one-size-fits-all pricing. The panel advocated for regional and channel-specific pricing that reflects how competitors in each market are affected by tariffs. In some geographies, it may make sense to hold pricing steady; in others, firms can strategically raise prices or aggressively capture share. Smart companies are now modeling multiple pricing scenarios: What happens if tariffs rise 25%? 50%? What if they drop? This kind of contingency planning allows teams to move quickly and maintain competitive pricing even as the landscape shifts.

Are you looking for resources to combat the latest tariffs? Discover our toolkit.

Category:

10 Tariff Takeaways from Catalyze: What’s Next for Trade, Rebates and Pricing

Elizabeth Lavelle
Senior Content Manager
Updated:
May 14, 2025

At this year’s Catalyze conference, tariffs were a dominant theme, with three powerhouse sessions tackling the issue from distinct but complementary angles. Omar Nashashibi offered the Washington insider's view, Dr. Robert Eyler broke down the macroeconomic risks, and a strategic pricing panel featuring Steve Peppler and James Lett from Flintfox dove into how organizations can adapt in real time. Together, they provided a roadmap for navigating what may be the most volatile trade environment in a generation.  

  1. A “Tariff Truce” is Over — Prepare for Policy Shifts

Nashashibi emphasized that while the U.S. has largely been in a "tariff truce" over the past two years, that grace period is likely coming to an end. The U.S. Trade Representative's (USTR) four-year review of Section 301 tariffs on Chinese imports is expected to conclude soon—and the expectation is that tariffs will not only remain but could be restructured or expanded. Companies relying on tariff exclusions should brace for potential disruptions, especially if the exclusions sunset without renewal.

  1. Uncertainty is the Real Risk

The lack of a clear tariff policy “endgame” is freezing decision-making. Eyler likened the current state to macroeconomic pinball—businesses are unsure whether to expand, hire, or invest. That caution could become self-fulfilling, driving down consumer demand and eventually employment—key ingredients for a recession.

  1. Trade is Now a Political Weapon

One of the most striking points Nashashibi made was that trade policy has become a “campaign tool.” Whether through tariffs, export controls, or sourcing mandates, both political parties have embraced trade measures as part of broader foreign policy and electoral strategies. With presidential candidates gearing up for 2028, expect more aggressive rhetoric—and possibly action—around reshoring, “Buy American” mandates, and tighter restrictions on Chinese imports.  

  1. The Inflation and Trade Balancing Act

Tariffs are essentially indirect sales taxes, with complex implications for both producers and consumers. Dr. Eyler highlighted a crucial economic principle: the impact of tariffs depends on the elasticity of demand. When consumers are price-sensitive, producers often absorb the additional costs to maintain sales, while less elastic markets see consumers bearing the brunt of increased prices.

  1. Tariffs Could Push Manufacturing to Reshore—or Pause

Tariffs may create near-term opportunities for domestic producers with excess capacity. But for most, Eyler warned, elevated input costs and uncertainty around sourcing will delay reshoring. “This isn’t an industrial renaissance,” he said. “It's more like controlled disruption. For some, there’s a gain. For others, it’s paralysis.”

  1. Supply Chains Must Stay Agile

For business leaders, the key message was clear: build flexibility into your supply chains. Companies that treat tariffs as a temporary headache risk being caught off guard. Nashashibi recommended investing in legal counsel and trade compliance experts now, rather than waiting for a disruptive policy change later. “Be proactive, not reactive,” he urged.  

  1. Rebates Are Powerful Tools for Margin Protection

The panel stressed the importance of modern rebate programs as a pricing lever. Whether used to share savings, delay a cost pass-through, or protect against market exits, rebates give companies flexibility to negotiate customer loyalty while weathering cost increases behind the scenes.

  1. AI and Data Will Help Navigate the Next Tariff Wave  

Looking forward, Nashashibi hinted that advanced analytics and AI could become valuable tools for identifying tariff exposure and modeling cost scenarios under different policy outcomes. As tariff schedules become more complex and politically driven, having granular, data-informed visibility into product classifications, sourcing alternatives, and compliance strategies will give businesses a crucial edge.

  1. “Wait and See” = Margin Leakage

A reactive approach is a risky one. Peppler warned that companies waiting for clarity before acting are locking themselves into 60–90 days of margin erosion due to slow price pass-throughs. Instead, he advised proactively taking price increases in anticipation of tariffs—even without confirmation—to get ahead of the impact.

  1. Pricing Strategy Needs More Nuance Than Ever

Gone are the days of one-size-fits-all pricing. The panel advocated for regional and channel-specific pricing that reflects how competitors in each market are affected by tariffs. In some geographies, it may make sense to hold pricing steady; in others, firms can strategically raise prices or aggressively capture share. Smart companies are now modeling multiple pricing scenarios: What happens if tariffs rise 25%? 50%? What if they drop? This kind of contingency planning allows teams to move quickly and maintain competitive pricing even as the landscape shifts.

Are you looking for resources to combat the latest tariffs? Discover our toolkit.

Category: