Craig Flynn

Recent Posts

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.

Read More

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

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.

Read More

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