The Client 

130-year-old Naylor Industries is a family-owned UK manufacturing company headquartered in South Yorkshire with a global reach. They manufacture drainage and ducting systems, specialized clay pipes, concrete and environment products for the construction industry. 

The Challenge 

Prior to using Enable, Naylor used spreadsheets to manage their complex rebate programs. Because their enterprise resource planning (ERP) software doesn’t manage rebates, this is an incredibly taxing, manual process requiring the finance team to do calculations not just for each customer but for each agreement as well. 

The Solution 

Better Time Management Internally and Externally 

Managing rebates with spreadsheets is a hassle. The manual data entry and calculations are incredibly time-consuming. With Enable, Naylor can see all their deals in one place automatically, without hours of tedious data entry.  

Hannah Dempsey, Market Analyst, says, “I can see all our deals at once and the total value that we’re accruing at. This means we can turn information around quickly.”  

Instead of spending long hours crunching numbers for customers, Dempsey can give customers as well as internal stakeholders information about the deals far more quickly than before. “Getting information to our customers used to take so long that additional invoices would come in while we were working, setting us back to zero,” Dempsey told us. “Now, we have the numbers immediately and don’t have to spend time looking at and analyzing numbers. We can just turn that information around.”  

With better turnaround times and smoother communication, Naylor is noticing an improvement in their communications with their customers as well as internal stakeholders. 

A Roadmap to Business Growth 

Every business wants to grow. Rebates offer a tremendous growth opportunity for those businesses utilizing them. Setting tiered thresholds incentives customers to buy more, ultimately increasing margins for a business, but leveraging tiered structures for multiple relationships is difficult when relying on spreadsheets.   

When workers spend all their time updating spreadsheets and running complex analytics on those spreadsheets, they aren’t generating value for their business or their customers’ businesses. That’s why it’s important to have a software program that streamlines analysis and turns rebates into an opportunity for growth. 

Enable makes it easy to use rebates as a growth strategy. “We’re excited to start looking forward,” says Dempsey. “With Enable, we’re asking what more can we do? What rebate deals can we put in place to support customers so that we grow together? We’re excited to use rebates to promote products to our merchants.” 

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