The Client

NetPlus Alliance has transformed from a distribution business into a buying group that serves distributors and manufacturers of industrial and construction supplies. Their primary goal is to drive above-market growth and profitability by negotiating programs, particularly rebates.

For distributors, joining NetPlus Alliance comes with numerous benefits, such as lower buy-in costs, improved freight and payment terms and exclusive pricing advantages. By harnessing the collective buying power of numerous distributors, they secure the most favorable rebate programs that ultimately enhance the financial performance of their members.

Rebates are the core focus of NetPlus Alliance as a buying group. They highly value the relationships that foster incentives between their suppliers and distributor programs. Rebates form the backbone of their business model. NetPlus Alliance manages a diverse range of rebate programs, including product line rebates that guarantee rebates on specific products. Some suppliers offer multiple product lines with varying rebate tiers, which proves advantageous. They also provide growth incentives, both individual and group-based, ensuring a wide array of rebate options.

To gain insights into their rebate management practices and the impact of using Enable, we interviewed Kerry Atlas, the VP of Finance, Operations & IT.

The Challenge

Erroneous Spreadsheets

The drawbacks of spreadsheets are numerous and difficult to quantify for Netplus Alliance. Primarily, human error is a prevalent issue when working with spreadsheets. The security of spreadsheets is also a concern, as multiple individuals can access and manipulate them, increasing the likelihood of errors. Unlike algorithms, spreadsheets rely on human input for mathematical calculations, leaving room for potential errors.

Atlas comments, “From a finance perspective, you want to make sure that your information isn't held in a spreadsheet. Enable is a cloud-based solution, which means you're not at risk of losing something on a server and that has really brought me some peace of mind.”

The Software

When NetPlus Alliance wanted to improve the depth and breadth of their rebate offerings, they turned to Enable for help. Since then, they have improved accuracy and efficiency and can now be more creative in their negotiations.  

Enable’s cloud-based solution has even given them peace of mind, as they don’t have to worry about potential data loss from spreadsheets and individual’s computers. Today, they’re able to negotiate better and deeper deals and allow their supplier partners to go-to-market the way that is most beneficial to them.

Negotiation And Rebate Expansion Opportunities

Atlas explains, “I came from the grocery industry where we were on the receiving side of the rebates, so we were focused on buying products. I didn't realize that there were so many different ways that those suppliers wanted to go to business. When I joined NetPlus, I recognized that without a rebate-specific software, it would be difficult to be able to expand the depth and breadth of our rebate offerings. Now, we're able to allow our supplier partners to go to market the way that it's most beneficial to them.”  

Atlas continues, “From a negotiation perspective, this allows us to be more creative in our negotiation, returning more rebate back to our distributors because we're not leaving anything on the table. That has been a huge benefit for NetPlus.”

Rebate Calculations are 100% Accurate

For Netplus Alliance, Enable has improved rebate accuracy and created some more efficiencies as rebate is calculated programmatically instead of manually.  

Atlas says, "Utilizing Enable empowers us to have complete confidence in the accuracy and reliability of the information generated by the system. With the ability to input various program parameters, including exclusions and inclusions, as well as different product lines, I have a high level of trust that the calculations are executed correctly. This ensures that the output aligns perfectly with our audit requirements. It's truly a dream come true."

Time Back to Focus on Being More Strategic

Thanks to Enable’s rebate management platform, Netplus Alliance has transcended mundane tasks and can now engage in higher-level thinking. Gone are the days of being confined to spreadsheets and incessant number-crunching. Instead, they have embraced a more strategic approach. They can now discern what strategies will be effective among various suppliers, rather than relying solely on automated spreadsheets. With the newfound luxury of time, they can delve deeper into data analysis and make more informed decisions.

With this time, they can reallocate labor to various, more profit-driving endeavors. Netplus Alliance can now devote attention to cultivating a positive office culture and nurturing relationships with suppliers and distributors. They are also able to stay abreast of technological advancements by investing time in exploring and understanding new technologies.

Atlas tells us, “The benefits from Enable can be seen cross-departmentally for us, notably in the accounting department. I have a finance director who's brilliant and it is not a good use of her time to be doing math in a spreadsheet. So now she's more strategic, she's improved processes. We've kind of reallocated that time. So it's not really a labor savings, it's a reallocation of labor in a much smarter way.”

Atlas continues, “I often say that Enable is kind of like a crockpot. You set it and forget it and you can really trust it. It's definitely freed up our time to do bigger and better things”.  

A Collaborative Rebate Approach

Enable has empowered Netplus Alliance to implement a diverse range of incentives. They can now offer volume incentives, product line incentives and even geographic incentives. The ability to convey this message to suppliers allows Netplus Alliance to showcase their flexibility in meeting individual needs. Rather than imposing a rigid structure, they foster a collaborative approach that respects the goals and objectives of both parties.

Atlas says, “It has become a two-way street, where Netplus Alliance strives to comprehend the suppliers' goals while ensuring our own goals are understood as well. This flexibility creates an environment where both parties can find common ground and work together effectively.”

Partner Dashboard for Buying Groups

In terms of distributor members, Netplus Alliance already has an outward-facing portal in place. However, they are particularly enthusiastic about the upcoming introduction of the partner dashboard into the NetPlus Alliance business.  

Atlas says, “This dashboard will provide distributor members with valuable insights, allowing them to track the rebates they have already earned, explore potential future earnings, and gain a comprehensive understanding of their rebate opportunities. Ultimately, this tool empowers distributors to make more informed decisions and manage their businesses more effectively.”

We Consider Enable’s Support Team Our Friends  

Atlas explains, “The Enable team has helped us significantly through the onboarding process. We have a great rapport with our customer success team between Matt, Corey, Lukasz and Tom. We honestly consider them our friends across the pond. They’ve helped us solve the problems that crop up, but those problems are few and far between. I've also found that the Enable development team is fantastic in suggesting changes to accommodate our business.”

Enable Are the Perfect Fit for a Buying Group

Netplus Alliance specifically selected Enable due to their agility and adaptability. As a buying group, Netplus Alliance operates as a many-to-many entity, which differs from a traditional one-to-many structure. During discussions with Enable, Netplus Alliance was able to convey their unique business model, and they sensed that Enable was not only willing but also eager to develop a product that aligned with their requirements. This was a refreshing departure from the experience of purchasing software that did not fully cater to the complexities of a buying group's operations.  

Netplus Alliance found great excitement in Enable's flexibility and their commitment to leveraging technology to meet their specific needs. The prospect of collaborating with a partner who understood and embraced their distinct business dynamics was highly appealing to Netplus Alliance.

“I think Enable gives us a competitive advantage! Buying groups are really in the business of helping other businesses succeed and that's fantastic. However, we do have our competitive folks out there. If this is one thing that I could keep under my vest I would, but to be honest with you if you're a buying group in another industry, I would highly recommend it.”