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The Deal Economy

Our products drive profitable growth with your trading partners. We’re rethinking the way the deal economy works.

Alternative contract management software for building merchants

The Deal EconomyMarch 13, 2016

Missing out on claiming manufacturer’s rebates is like negotiating a higher price with your suppliers. It simply shouldn’t happen! There are many examples in the building industry where, instead of agreeing an up-front discount, discounts are given in the form of rebates based on actual volumes purchased. For the supplier, this fosters brand loyalty and means that margins are given away only in return for true purchase volume. For the buyer this gives the potential to drive up margins — but only...Continue reading

How can builders merchants improve cash flow?

The Deal EconomyMarch 10, 2016

In the supply chain, builders' merchants sell building materials and goods in bulk to the construction industry and in smaller quantities to craftsman and contractors. But as distribution channels blur, builders’ merchants face increasing pressure from the bigger players such as home improvement stores who have greater brand awareness and marketing budget. Another big issue they face is improving cash flow. Everyone in the supply chain is purchasing materials in advance of actually being paid b...Continue reading

Tesco’s accounting scandal — a cautionary tale for the deal economy

The Deal EconomyJanuary 27, 2016

If profit is the most important word in the business world then trust must run it a very close second. In the deal economy the trust between businesses and their trading partners is key to their ability to move forward as one with transparency over their deals. A damning report from the Groceries Code Adjudicator (GCA), has seen Tesco, Britain’s biggest supermarket chain, pay the price for poor supplier rebate management, after delaying supplier payments and failing to raise accurate invoices. T...Continue reading

4 common challenges when managing complex rebate deals

The Deal EconomyJanuary 22, 2016

Rebate management is critical to companies that rely on rebates to improve margins. For some it’s a bonus, for other companies it’s a significant proportion of their profit. But reaping the benefits from complex deals that involve retrospective payments (such as rebates, retrospective discounts, purchase income and other forms of back margin) and maximising their potential during initial negotiations and the lifetime of the contract is far from simple. The large number and complexity of deal typ...Continue reading

Is Excel the most dangerous piece of software in the world?

The Deal EconomyAugust 11, 2014

Recently there have been a number of articles published on the possible dangers of Microsoft Excel, with NewStatesman citing that “Microsoft’s calculator is partially to blame for JPMorgan losing $9bn, and a lot more besides”.

Many of us at Enable love Excel and use spreadsheets daily. Spreadsheets are often inexpensive to create, highly flexible, mostly easy to use and very easy to share. But what makes Excel so great is also its Achilles’ heel.

Many business processes start small. For example: recording financial progress, tracking budgets, or managing pricing on complex deal. And each spreadsheet often has a small team sharing, inputting and extracting data from it. In this environment Excel can offer a simple solution.

Difficulties often occur when the scale of the business process increases dramatically and far more people become contributors to the spreadsheets.

2 min read

Government derailed by spreadsheet errors

The Deal EconomyDecember 28, 2012

The fiasco of the West Coast mainline rail bidding process has brought the potential pitfalls of spreadsheet reliance to national attention.

Quite apart from embarrassing the Department for Transport and the Government as a whole, the DfT announced last week that the cost to the taxpayer of the bidding scandal has now risen to £55m and counting.

Issues within the bidding process were revealed after Richard Branson’s Virgin Trains issued a formal complaint after missing out on the contract to continue running the line to First Group.

A subsequent investigation into the bidding process by a team of accountants from PWC revealed that the spreadsheet from which all calculations were derived was fundamentally flawed.

The discovery was made after officials explored a complex economic model — known as the GDP resilience model — which was designed by the Department of Transport to rigorously assess the risk attached to bids and the amount of money that should be put up as deposit.

3 min read

Business process efficiencies can provide competitive edge to UK industry

The Deal EconomyMarch 31, 2010

IT consultants have to shape up or ship out warns software developer Enable if clients are to realize the potential of solutions to their bottom line.

Software developers and consultants who are unable to meet client deadlines and budgets are destined to go out of business and give the industry a black mark, says the MD of Enable Software.

4 min read

Enterprise solutions and complex spreadsheets: Why do they exist in every business?

The Deal EconomyApril 17, 2008

When choosing an enterprise solution, smaller businesses typically opt for well known packages such as Sage or Microsoft. Larger organizations tend to choose one of the more sophisticated packages, such as SAP or Oracle. These are usually perfectly adequate for run-of-the-mill routine operations—they can be configured to the overall needs of the organization and can accommodate most standard requirements. So far, so good.

2 min read

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