DealTrack Blog — Andrew Butt

Our response to COVID-19

Posted by Andrew Butt on April 6, 2020 16:21:20

Right now our customers, our communities, and the world at large are facing unprecedented challenges.

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Cloud migration: an opportunity to transform rebate management

Posted by Andrew Butt on November 18, 2019 17:06:29

Many distributors are moving to the cloud to reduce IT costs. A cloud-based rebate management system can also give a significant boost to revenue and margin.

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Topics: Rebate Management System

How B2B distributors can use the deal economy to beat Amazon

Posted by Andrew Butt on November 18, 2019 09:32:48

The rise of Amazon Business has distributors rattled. To compete, distributors should focus on the things Amazon can’t provide—using the Deal Economy as fuel.

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Topics: Rebate Management, Rebate Management System, Supplier collaboration

Collaborative deal management: A new source of profit for construction distributors

Posted by Andrew Butt on July 24, 2019 15:27:10

Strategic collaboration with manufacturers could be a huge driver of revenue and profit for construction-industry distributors. So why have so many given up on trying to make it work?

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Topics: Rebate Management, Industry Sector: Building Materials

Excel errors: why spreadsheets are so dangerous for rebate accounting

Posted by Andrew Butt on April 30, 2019 02:04:44

Finance and accounting departments tend to rely on Excel spreadsheets to manage a growing business’s financial data because they know it, they understand it and old habits die hard. But human entry error is always a risk which we saw a few years ago when news about Excel miscalculations at JP Morgan rocked spreadsheet users’ worlds. A simple cut and paste excel error cost JP Morgan $6 billion and resulted in dramatic headlines like “Why Excel is the Most Dangerous Software in the World”, but it wasn’t the first time spreadsheets had caused massive business disruption, nor will it be the last.

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Topics: Rebate Accounting

Supplier collaboration in the building materials industry

Posted by Andrew Butt on December 12, 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 industry to truly collaborate on their trade agreements.

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Topics: Industry Sector: Building Materials, Supplier collaboration, Collaboration

7 key elements of successful trade negotiations

Posted by Andrew Butt on November 27, 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: Procurement Excellence, Supplier collaboration

SIG selects Enable's rebate management software

Posted by Andrew Butt on November 13, 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: Client Stories, Press Articles, Industry Sector: Building Materials, Rebate Management System

Managing SPAs, ship & debit, claimbacks, MDFs and more

Posted by Andrew Butt on November 7, 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.

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Topics: Rebate Management

Buyers’ guide to rebate program management systems

Posted by Andrew Butt on October 29, 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, Rebate Accounting, Rebate Management System