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.
The early versions of Enable’s flagship software product, DealTrack, primarily focused on allowing companies to manage supplier rebates.
The software is aimed at those companies in which rebate income makes up a significant proportion of profit, and it provides functionality for both finance and commercial teams – enabling deals to be accurately systemised and visible to all relevant parties, and rebates calculated at a very granular level of accuracy.
The benefits in terms of compliance, auditability, accuracy, risk reduction, efficiency, and the identification of millions of pounds of missing rebate income has created a compelling business case for some significant businesses in the UK and North America - particularly in the building materials distribution market.
Enable is now in a strong position in this market – we have more clients than any of our competitors and a recent independent competitive research exercise has revealed that the functionality and user experience of the system is best in class.
To reach the next stage of maturity and business development we decided to form an industry advisory group (“IAG”) to gain insight into market trends and opportunities for strategic development.
We invited industry leaders from wholesale, distribution and merchanting in building materials, industrial products, HVAC, PVF and plumbing to discuss how software systems could facilitate more mutually beneficial business relationships between parties.
We are delighted to have had some very experienced industry leaders contribute to our Building Materials Industry Advisory Group, namely:
- Peter Hindle MBE – chairman of UK Builders Merchants Federation
- David Travill – Managing Director, Saint Gobain Isover (glass wool insulation manufacturer)
- Nick Rose – Programme Director, Travis Perkins PLC (the UK’s largest builders merchant and an existing DealTrack client)
The inaugural meeting concluded that, with low levels of market growth and a great deal of consolidation in the industry, a key focus for anyone who wishes to increase market share is through more collaborative distributor-supplier relationships. Lower prices and higher rebates must be linked to mutually identified growth objectives, that must then be executed and tracked regularly.
With this in mind, Enable has been working on new functionality that will support increased collaboration for manufacturers/suppliers and wholesalers/distributors across a range of industry sectors. We are encouraging clients to create and execute trading agreements and broad joint business that encompass all aspects of their trading relationships with suppliers.
We believe that a significant improvement in performance is realised when both parties can track in real time how they’re doing against plan, and see clearly what they need to do to meet or exceed it.