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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.

Aligning finance and procurement teams to drive better vendor rebate deals

The Deal EconomyMay 19, 2016

In business, procurement and finance are two separate departments, working alongside one another within the organisation. The procurement function is about spending the money well and driving more for less from suppliers, and the finance team is all about keeping the balance sheet in check and driving profitability. While this relationship works for some companies’ others not so much, which isn’t the most efficient and effective way to handle business operations especially when vendor rebates a...Continue reading

Supplier rebates — Financial compliance — lessons to be learnt

The Deal EconomyMay 15, 2016

The report that Tesco is returning to profit is good news for the beleaguered retailer, who have been hit with fierce competition from discounters Aldi and Lidl and the fall out of the supplier income scandal, which according to a recent article in the Sunday Times is still being investigated by the serious fraud office. The supplier income scandal still hangs like a black cloud over Britain’s largest supermarket retailer, and for organisations that benefit from supplier or vendor rebates the s...Continue reading

Lifting the lid on supplier rebates

The Deal EconomyApril 20, 2016

We’re seeing more and more evidence of companies who rely on their suppliers or vendors to tell them what rebates they should claim. This is surprising given that rebates can be the largest contributor to profit for buying groups and a significant percentage for companies in the building materials, retail and wholesale distribution sectors. This may raise a few Financial Directors’ eyebrows, but given the complexity of vendor rebate deals in some organisations and the lack of robust systems to t...Continue reading

Rebate management system helps DCS group to improve profitability

The Deal EconomyApril 18, 2016

DCS Group (UK) is one of Europe's largest distributors of health and beauty products. Founded in 1994, the company has experienced phenomenal growth under the entrepreneurial leadership of Denys Shortt OBE. The company employs 320 and handles sales and distribution into selected markets for globally recognised brands such as Gillette, Colgate, P&G, Unilever and SC Johnson. DCS also owns and manufactures the international Enliven range of health and beauty products, and has a contract manufa...Continue reading

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

Contract management software for buying groups — realising cost savings

The Deal EconomyMarch 11, 2016

The task set for procurement leaders in buying groups is to save costs. Whilst that is done at the contract stage, the process of making those cost savings often depends on having the right systems in place. With contract management systems boasting increased control, visibility and management of contracts that in turn increases profitability, it’s no surprise that finance and accounting teams in buying groups are being tasked with the job of finding the right contract management software for t...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

Consolidating supplier rebate agreements post-merger or acquisition

The Deal EconomyFebruary 24, 2016

Twenty-fifteen saw the highest level of merger and acquisition activity in the UK since 2007 according to research by Experian. In fact, over 6500 mergers and acquisitions were completed in the UK in 2015 with a total value of £433bn. This was the highest value of deals since 2000. With all that activity comes the need to consolidate business between multiple companies and, after staffing levels, one of the most important areas for review is usually procurement. To drive out economies of scale p...Continue reading

Tesco’s scandal — a cautionary tale for the collaborative 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 new collaborative economy the trust between businesses and their trading partners is key to their ability to move forward as one with transparency. A damning report from the Groceries Code Adjudicator (GCA), has today 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....Continue reading

Get more out of your retrospective payment trade agreements

The Deal EconomyJanuary 22, 2016

Rebate revenue 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 trade agreements 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 com...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

The engine room of the collaborative economy

The Deal EconomyJanuary 6, 2014

In modern business context, the phrase 'we're in this together' is no soundbite but a new way of trading, where the benefits are visible on a day-to-day basis and on the bottom lines of businesses. In this new collaborative economy, B2B cloud software has played a key role in creating a leaner and more cohesive way of doing business to the benefit of all parties involved. B2B cloud software is more than just an enabler or a part of the machinery, it is an engine that is driving businesses forwar...Continue reading

Watchdog safeguards the collaborative economy

The Deal EconomyJune 28, 2013

Ramping up of grocers code is an inevitable step in the development of co-efficient trading. New supermarket watchdog Christine Tacon certainly set her stall out when she announced her desire to fine retailers a percentage of their turnover for mistreating suppliers. It was the latest pugnacious move from the rhetoric heavy Tacon who earlier revealed her determination to ‘make sure there is no bullying’ from the supermarket big-hitters. But while it would be easy for the major supermarkets to s...Continue reading

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

Hidden Treasure

The Deal EconomyOctober 12, 2012

There's a pretty good chance you are reading this having just come out of a sales meeting, or while you're waiting for a sales meeting or after a tough day trying to initiate what was discussed in a sales meeting. Driving revenue is the primary concern of any business but when conditions have been as difficult as they have over the last few years it can feel like a war of attrition with your competitors. There's no silver bullet for these issues but ensuring that you are making the most of your...Continue reading

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