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

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

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

Making every penny count: suppliers to the building industry

Posted by Andrew Butt on 20-Sep-2018 14:26:19

If you’re a builders merchant in 2018 you’ll know how essential it is to ensure every penny counts in terms of your bottom line. So, it’s even more crucial than ever that you don’t miss out on any of the, often significant, sums due to you through rebates.

Indeed, profitability for suppliers to the building industry is often very closely dependent on the amount of rebate they can negotiate and claim and many businesses across this sector tell us that the sheer volume of categories and the complexity of rebate deals means that administering rebate claims is a mission critical element of their business which can be the difference between a decent year and a great one.

100% of our customers have identified previously missed rebate claims after implementing our Dealtrack system and we have even seen cases of missed rebate claims amounting to 7 or even 8 figure sums.

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

The Building Materials Industry Advisory Group

Posted by Andrew Butt on 30-May-2018 08:36:00

Enable has formed the Building Materials Industry Advisory Group to inform our development team as we continue to create software products to solve industry-wide challenges that are not easily addressed by existing IT solutions.

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Topics: Industry Sector: Building Materials, Press Articles, The DealTrack Story

Using DealTrack as a platform for mutually beneficial supplier negotiations

Posted by Andrew Butt on 24-Apr-2018 13:28:36

Background

This building materials supplier was struggling to reconcile rebate information in their unwieldy spreadsheet-based system.  They also had an issue around extracting  detailed and summary data across all branches and categories prior to the negotiation.

They felt that they needed to gain control over rebate income and at the same time find a solution that would help them to improve their supplier negotiations.

With insufficient accurate, consolidated information at their fingertips, the procurement team could only negotiate on price.  They knew that by understanding the projected volumes and product mixes required at a branch / product level they could include delivery, quality and other measures into their negotiations.

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Topics: Industry Sector: Building Materials, Rebate Management & Growth, Client Stories, Central Purchasing

Taking a more granular view of rebate calculations – a large UK building materials supplier

Posted by Andrew Butt on 10-Apr-2018 10:08:49

Background

This business had used a bespoke system to manage rebate earnings for some time, but rebates were calculated at a very high level and were based on data provided by suppliers rather than their own data.

They reviewed the situation and estimated that by making calculations at a more granular level of detail, they could significantly increase the level of rebate claims within the existing deal structures.

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Topics: Industry Sector: Building Materials, Client Stories, ERP Vendor Rebate Modules, Rebate Management System

Using DealTrack “out of the box” and Enable expertise to solve rebate problems fast

Posted by Andrew Butt on 27-Mar-2018 11:20:32

Background

This building supplies company has over 50 branches and is growing.  They recognised that having smooth business processes would be an essential foundation for their growth plans, and whilst most parts of the business had been systemised, the area of rebate management remained an anomaly.

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Topics: Client Stories, Industry Sector: Building Materials, ERP Vendor Rebate Modules, Rebate Management

Managing a wide variety of deal types: large UK wholesaler 

Posted by Andrew Butt on 15-Mar-2018 11:26:22

Background

This business manages over 1m stocked items, the majority of which have some kind of associated rebate deal.  Within the first 12 months of operation they recognised a 200% return on their investment in DealTrack software.

They had previously built a rebates module as part of their bespoke financial system.  However, whilst this had been built to specification, over time it lacked the flexibility to manage every type of deal. 

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Topics: Industry Sector: Wholesale Distribution, Rebate Management System, ROI calculator, Client Stories, Industry Sector: Building Materials

Spring 2018 webinar series: Profitable growth from rebate management

Posted by Andrew Butt on 14-Feb-2018 11:34:06

For spring / early summer we have a series of three webinars planned to share more detail about our 3 step approach to profitable growth through:

  1. mastering rebate accounting and maximising profit from rebate deals,

  2. being prepared for and executing on smarter supplier negotiations,

  3. collaborating with suppliers for mutually profitable growth.

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Topics: Rebate Management System, Industry Sector: Buying Groups, Industry Sector: Wholesale Distribution, Industry Sector: Building Materials, Industry Sector: Retail, Rebate Accounting, Rebate Management & Compliance, Rebate Management & Growth, Procurement Excellence, Rebate Management