A system to facilitate supplier collaboration for building materials companies

Posted by Andrew Butt on 12-Dec-2018 10:41:00

We learn about collaboration from an early age.  As children we quickly learn that we need to collaborate with teachers, classmates and team players in order to be successful.  "There's no 'i' in 'team' is a common mantra in sports and work teams.  And "supply chain collaboration" has been a hot topic for decades.  

Despite that, there are very few systems that enable wholesale distribution companies and their suppliers in the building materials sector to truly collaborate on their trade agreements.

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Topics: Supplier collaboration

Managing Special Pricing Agreements is linked to higher margins

Posted by Craig Flynn on 04-Dec-2018 09:55:00


SPAs (Special Pricing Agreements) are a common vendor program in many industry sectors. The program gives a special product discount for verified sales to an ultra-competitive event where in-stock discounts can’t secure the order.

SPAs trace their roots back to the 1970’s but have shown significant growth in the past decade. As B2B e-commerce now counts for an estimated 15% of all orders and grows at 8% per year, SPAs have grown significantly as price and availability are easily and quickly researched.

SPAs are now used by 77% of all distribution firms in North America; second only to volume rebates which are used by 90% of distributors.

US based research has found that software dedicated to tracking, remittance, and attribution of vendor monies is a significant factor in the sales success with SPAs.

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Topics: Special Price Agreements SPAs, Rebate Management System, Industry Sector: Buying Groups, Industry Sector: Wholesale Distribution, Industry Sector: Building Materials, Industry Sector: Retail, Rebate Accounting, Rebate Management

7 key elements of successful trade negotiations

Posted by Andrew Butt on 27-Nov-2018 10:15:00

The phrase win-win is probably over-used, but I am going to use it anyway to describe the situation where both parties come out of a negotiation feeling like they have won. Let’s be honest. If you think you won and the other party (your supplier or your customer) feels they lost, then it’s not really a good situation.

Price is important, but (particularly in industries like building materials distributors and grocery retailers where margins are tight) time to market, supply chain reliability, innovation, quality and flexibility are elements that contribute significantly towards a company’s competitive edge.

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Topics: Supplier collaboration, Procurement Excellence

From counting to measuring and managing vendor funds

Posted by Craig Flynn on 20-Nov-2018 18:22:21

Vendor monies that support reseller sales are big business. US-based research conducted in October 2018 estimates that, at top performance levels, distributors, dealers, and retailers use $600+ Billion (USD) in vendor funds. Projections from the EU find that approximately €500 Billion (EU) in vendor funds are similarly spent.

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Topics: Supplier collaboration, Rebate Management & Growth, Rebate Management

SIG selects Enable's DealTrack Rebate Management Software

Posted by Andrew Butt on 13-Nov-2018 15:17:00

SIG is a leading European provider of specialist building materials, with close to £3bn of annual revenues and around 9,000 employees across the UK, Ireland and Mainland Europe. As a specialist distributor, SIG plays a critical role in the construction supply chain, bringing value to its customer base across major European markets.

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Topics: Rebate Management System, Industry Sector: Building Materials, Press Articles, Client Stories

Managing rebates, SPAs, ship and debit claims, claimbacks, contract support, MDFs and Co-op funds for wholesale distribution businesses

Posted by Andrew Butt on 07-Nov-2018 09:22:42

Rebates, SPAs, claim-backs, contract support are all very similar and at the same time quite different to each other. In essence they are all terms for the money that wholesalers claim from suppliers and manufacturers for selling their products. Some of the key differences lie in how the agreements are formed, whether goods are actually ever handled by the wholesaler, and how the claims are made.

Collectively, they are sometimes referred to as “vendor monies”. It is estimated that, annually, these amount to $600bn in North America and perhaps as much as $500bn in Europe.

In a world where margins are tight, wholesale distributors across nearly 50 sectors rely so much on vendor monies that their absence would be a serious dent in their profit margin.

Where margins are as low as 4%, a 2% change in price means a whopping 50% more profit!

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Topics: Rebate Management

Buyers' guide to rebate program management systems

Posted by Andrew Butt on 29-Oct-2018 16:01:21

Whilst many core business systems have some functionality to help monitor trading agreements that involve vendor rebates, most have neither the flexibility nor the extensive range of functionality that is needed to support the increasingly complex
world of rebate management.

For many, that lack of functionality has resulted in missed rebates and poor accrual accounting.

But worse than that, if your business systems don’t support rebate management fully, then the whole purpose behind creating deals involving rebates – a means to influence business growth – is missed.

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Topics: Rebate Management System, Rebate Management, Rebate Accounting

Best practice guide - systematising rebate agreements and special pricing agreements

Posted by Andrew Butt on 22-Oct-2018 20:12:46

In this blog, we are going to focus on the system requirements for configuring, storing, monitoring, reviewing and operating rebate deals or special pricing agreements. 

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Topics: Rebate Management System, ERP Vendor Rebate Modules

Why building materials wholesalers should invest in a specialist rebate management system

Posted by Andrew Butt on 17-Oct-2018 16:07:29

Companies tend to look for specialist rebate management software when they reach a point where their core business systems are proven to be inadequate. 

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Topics: Rebate Management System, Industry Sector: Building Materials, Rebate Management

12 things your rebate management system must do

Posted by Andrew Butt on 11-Oct-2018 09:23:00

We have a buyers' guide that outlines everything you should look for in a Rebate Management System, but I wanted to outline my top 12 features in this blog.

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Topics: Rebate Management System