The Company

Established in May 1997 in Colorado, Jones Heartz initially focused on supplying commercial contractors with drywall, steel studs, track, joint treatment, trim and fasteners. Over the years, their product offerings have expanded to include insulation, stucco, EIFS products and foam. The company has over 120 suppliers and serves the construction needs of both residential buildings, such as single-family and multi-family homes, and large commercial projects like hospitals or universities.  

Ron Fogel is the Director of Finance at Jones Heartz and bears responsibility for all financial and account-related matters. His daily tasks involve delving into analytics to assess the business's health, scrutinizing the risks and opportunities it faces and analyzing market trends. Ron interprets this information in the context of Jones Heartz's operations across its six locations, providing insights into the future outlook of the business.

Scott Hyre's role at Jones Heartz primarily revolves around special projects. He takes charge of exploring and implementing new systems or technologies that align with the company's needs, including Enable. Additionally, Scott plays a key role in guiding the purchasing team, ensuring informed decisions for both direct and indirect spending. His focus is on making strategic purchases, ensuring the right products are acquired at the right prices and at the right times.  

AD Member: Strengthening Buying Power & Market Trends

Hyre says, "AD adds significant value to our business by facilitating the consolidation of our purchases with other independent distributors. This collaborative approach strengthens our collective buying power, enabling us to negotiate effectively with vendors and manufacturers. This unified front empowers us to compete more effectively against large retailers with greater individual purchasing power, as we leverage our combined strength as a group."

In addition, Fogel says, “AD provides us with a comprehensive perspective on the market, encompassing both current and future trends. This allows us to assess the impact on similar industries in various regions across the United States over time. This insight enables us to proactively plan for the future."

Using Rebates to Foster Trust with Vendors

Hyre says, "The most significant aspect of rebates is the opportunity to recapture a portion of our spending. It serves as an incentive to collaborate closely with a specific vendor, fostering a stronger relationship. Essentially, it's a way to reclaim money that would have been spent anyway. This enables us to potentially allocate those funds beyond the cost of goods for a particular item, contributing additional revenue to the bottom line at the end of the month, quarter or year."

Fogel comments, “These rebates have played a crucial role in fostering trust and strengthening the relationships we cultivate with our vendors. The mutual benefit extends beyond simply adding to the bottom line; it's a mechanism that encourages both parties to invest more in the partnership. As one side incentivizes increased purchases, the other side reciprocates by offering greater rebates. It serves as a highly effective tool for developing and nurturing positive relationships between us and our vendors, and in turn, our vendors and customers. It's a dynamic that contributes to the growth of a truly beneficial and collaborative relationship."

The Challenge  

Navigating Complex Rebate Programs

At Jones Heartz, their rebate programs are primarily categorized into two different types: direct spend, where a specific percentage of the dollars spent is rebated, and tiered incentives, which offer different percentages based on spending thresholds. For example, reaching a certain amount, such as a hundred thousand dollars, may trigger a higher percentage rebate, introducing a growth element to the program. The complexity of these programs varies, ranging from straightforward percentage-based structures to more intricate setups involving tiers, targets and averages. This is where Enable stepped in, helping Jones Heartz to navigate and manage the diverse and sometimes complex landscape of rebate programs.

Fogel tells us, “The decision to implement a rebate management platform stemmed from the complexity of our rebate programs. As our business expanded, the number of suppliers and vendors increased, leading to the introduction of more rebate programs. Managing these programs became challenging with the growing workload and relationships.”

He continues, “Adopting Enable's platform became a practical solution, eliminating the need to hire additional personnel for data entry and calculations. The platform offers a quick and efficient tool that streamlines the process, providing the answers and analytics we seek for these complex rebate programs. It simplifies the management of complex rebate structures, making the task more manageable and efficient.”

Exposure Of the Data  

Fogel says, "Previously, arriving at an answer would require us to spend countless hours on manual work. By the time you modify a report after investing so much time, the accuracy of the data becomes uncertain. With Enable, the confidence comes from the system pulling data out of our system daily, ensuring daily updates and having that data live and readily accessible at any time. I often walk around with an iPad, and when interacting with vendors and customers, I can quickly access Enable to pull up information right there in front of them. The speed with which I can generate this data set is truly impressive."

The Software

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Why Enable?

Fogel shares, "The discovery of Enable essentially landed on my desk, and as I delved into researching the platform, I learned that they played a role in assisting with rebate calculations for AD. This realization piqued my interest, and the more I explored Enable, the more I recognized it as a perfect fit for our company's innovation needs. It became evident that Enable was the much-needed rebate management platform that we were lacking, and we identified it as a missed opportunity for our operations."

Hyre comments, "We chose Enable because they were already partnered with AD, a trusted business with whom we have a longstanding relationship. The information involved in rebate programs, including their structure and spending details, is traditionally safeguarded. Knowing that Enable is a preferred vendor from a partner we trust, who operates with integrity, significantly contributed to our confidence in moving forward with them. It made the decision a no-brainer for us."

Excellent Communication from Day One

Fogel highlights Enable's communication throughout the implementation, stating, "Enable consistently communicated every step of the process. Our weekly meetings were instrumental in clearly outlining what was required on both the Enable and our end. The process was incredibly specific, detail-oriented, and well-organized. With no room for delays, the final product was not only delivered efficiently but also proved to be more accurate. When we went live, both Scott and I were pleasantly surprised by the precision and quality of the data we obtained from Enable right from day one."

Hyre shares his perspective on Enable's support throughout the onboarding process, stating, "The support from Enable has been exceptional, starting from the initial interest meeting, Zoom calls, telephone conversations and continuing through the present day. It feels like the entire team is aligned and pulling in the same direction without any fractures. The communication between their groups and back to us is seamless, leaving no dead spots—an essential aspect for us. In our industry, where we deal with a constant influx of tasks and challenges, clear communication is crucial. Their clarity allows us to tie up loose ends and stay on top of our priorities. Even during busy weeks, if they're waiting on something from us, the reminders are gentle and collaborative, fostering accountability without blame. The onboarding team goes above and beyond, making us feel like we're their top priority, which is a significant factor for us."

Fast and Efficient Technical Team

Fogel also reflects on Enable's technical team, stating, "I've been involved in numerous software launches, and the common challenge often lies in the need for ERP system adjustments to generate the required data. As anticipated, we faced similar issues, but unlike many other instances, Enable's technical team adeptly navigated and overcame any unexpected challenges arising from our system. I was not only impressed by the successful resolution but also by the speed at which it was accomplished. Typically, one would expect a month for such software rebuilds or reprogramming of report imports. However, it seemed that everything was addressed by the time we convened for our next weekly meeting. The swift and efficient progress of the technical team truly left a positive impression."

No Longer Leaving Money on the Table

Fogel emphasizes the importance of not leaving money on the table, stating, "We are committed to maximizing our rebates, and when we discover that we're just a thousand dollars short of reaching the next tier, which could result in an additional $20,000 rebate, we make sure to meet that target. While it's possible to manually calculate this information with dedicated effort, the Executive Dashboard's ease of use and ready availability make it priceless. The platform simplifies the process, ensuring that valuable rebate opportunities are identified and capitalized on efficiently."

He continues, "With Enable, you gain a deeper understanding of your business by uncovering missed opportunities and potential risks. It provides the assurance that you're not leaving money on the table. Ultimately, it allows you to fully leverage your purchasing power, transforming it into both sales strength and future cost savings."

Executive Dashboard

Hyre explains why he values the Executive Dashboard as his favorite feature of the Enable platform, stating, "The Executive Dashboard serves as a one-stop shop for me. It ensures that I'm on track to meet the requirements of our rebate programs, preventing my team from narrowly missing targets that could result in additional rebates.”

He continues, “As we shift our focus to annual planning for the upcoming fiscal year, the dashboard allows me to quickly identify our top non-rebate spend—highlighting missed opportunities. This means I can swiftly pinpoint vendors, specific products or product groups where we're not currently earning rebates. As I engage with vendors and set up plans for the next year, having this data at my disposal during negotiations can lead to additional business with the vendor. It's a mutually beneficial tool, providing valuable insights that both sides traditionally lack visibility into. The Executive Dashboard neatly packages this data, making it easy to digest quickly."

Accuracy and Quickness of The Data

Fogel highlights the shift in their approach before and after implementing Enable, stating, "Prior to Enable, we relied on the vendor about 75% of the time to ensure accurate payments and provide the correct data for applicable orders during a given period. With Enable, I now have a tool to double-check this information, and interestingly, some vendors now depend on me to provide them with data. They prefer avoiding emails that might show discrepancies between what we purchased and what they have on record. Having a tool at my disposal that I can access at any time to discuss potential misses or successes with vendors is truly fantastic."

Hyre comments, "Our vendors are aware that Enable provides equally precise data on the backend. In some cases, we've encountered discrepancies where a vendor's reporting or calculations were inaccurate when it was time to settle the rebate we earned. With a few clicks inside Enable, we can compile all the necessary data, whether it's detailed down to the AP invoice, transaction amounts or item level, into a simple Excel file. Sending this comprehensive data back to them showcases our organization and accuracy. More often than not, they recognize the precision of our data and concede, acknowledging that our organized approach is more reliable than their potentially less accurate legacy systems."  

Freeing up Time

The implementation of Enable has resulted in significant time savings for Ron, particularly in the areas of accruals and month-end, quarter-end, and annual reporting. Previously, these processes required an enormous amount of his time, but now, with Enable's automated functionality, these tasks happen essentially automatically.  

Hyre comments “This newfound efficiency has freed up bandwidth for Ron, allowing him to redirect his focus towards other aspects of the business, such as associate development or other processes. This positive outcome serves as a side bonus that was hoped for during the implementation and has indeed become a reality.”

Likewise, for Hyre, he says, "I would highlight that the most substantial time savings are realized during next year's fiscal planning. Traditionally, I would spend hours going back, looking at spend, tallying everything up, maintaining spreadsheets and tracking data over the course of a few weeks to make an educated guess for the upcoming year. With the data now available at all times, I can take small moments to either assist a teammate or myself in making an informed purchasing decision. Previously, in the rush of things, a vendor responds quickly, and the order goes through without exploring where that money might be best spent among multiple options. While this may add some time for those strategic decisions, we see it as leveraging every competitive advantage available to yield additional benefits. We recognize the value and are willing to invest the extra time because of this new tool, which, in turn, significantly streamlines the annual planning process for my team."  

Centralized Deal Repository

Fogel comments, "During the implementation, we discovered rebate programs we didn't even know existed, primarily because it's common for businesses like ours to not to have all their programs neatly organized in one place. Many businesses aspire to have a single rebate folder containing all relevant data, but in reality, this is rarely the case. Enable acts like that ideal folder, providing comprehensive reporting and additional data. The most significant advantage is that you spend absolutely no time creating it; the information is readily available at the click of a button."  

Recording Accurate Payments

Fogel underscores the importance of accuracy in payments and credits from vendors, stating, "The fact that we meticulously check what we receive from our vendors is a practice not all vendors may be accustomed to. The difference we see with Enable lies in the precision of the payments and credits coming to us. Ultimately, the system ensures that I can verify and ensure that we get paid for everything or as close to it as possible."

Hyre comments, "I aim to ensure that the effort invested in negotiating with vendors and the strategic purchases made by my team throughout the fiscal year to maximize rebate programs translates into the final assurance that we are paid what is rightfully owed. Enable significantly empowers us by providing the capability to document payments, regardless of their timeliness or factors beyond our control. This functionality allows us to maintain a clear record, ensuring that we receive the compensation we deserve for our efforts."  

Collecting $74K in Rebate Payments

Fogel says, "Two days before our Enable go-live, we generated a report that addressed a critical question about items submitted through our vendors EDI system, which carried an incentive. One of our major vendors claimed that none of the submissions went through their EDI. However, through a creative collaboration between us and Enable's technical team, we were able to prove, remarkably, that the $74,000 our vendors were hesitant to pay us was indeed rightfully coming our way. While we might have eventually reached this conclusion through our system, Enable allowed us to achieve this efficiently with a simple click of a button and a quick email."

Hyre provides further details, stating, “With a supplier involving hundreds of thousands of transactions, manually scrutinizing each one for a plus or minus $74,000 discrepancy wouldn't have been feasible from a business standpoint. With Enable, we could retrieve that information within seconds, ensuring accurate data extraction and generating the report instantly. This allowed us to address the issue promptly during the same conference call, making it a remarkably efficient process."  

Strategic Purchasing and Decision Making

Hyre outlines how Enable has influenced his decision-making process, stating, "Enable has introduced a significant change to my workflow. When my team is faced with a purchasing decision, particularly when we can procure the same item from three or four different vendors involving a substantial spend, they now inquire about the optimal choice. Understanding the importance of rebates, they seek my guidance. I can promptly pull up the data and determine, for example, that we are a thousand dollars away from reaching the next tier with vendor B, which might not have been the initial preference but offers additional benefits in terms of points or specific program details back to dollar one. By strategically targeting the spend towards a particular program, we not only maximize our rebate but also fulfill our obligation with that specific vendor."

He continues, "We make very small decisions over and over, and as those decisions accumulate, they have a monumental impact at the end of the year. Enable allows us to make these small decisions quickly and accurately, contributing to the overall health of the business and fostering strong vendor relationships. Ensuring that we either meet our targets or exhaust all efforts to achieve them not only reflects positively on paper but also makes us look good. Enable serves as a tool that enhances our efficiency, allowing us to focus on other priorities while still creating a significant and positive impact on the business."

Fulfilling On the Rebate Agreement

Hyre explains, "On the purchasing side, Enable provides me with the confidence that I'm fulfilling my end of the negotiation with the vendor. When I commit to spending a certain amount, the platform offers easy visibility into whether I'm projected to reach that target, have already achieved it, or need to reassess the deal based on current business needs and spending. It ensures we don't miss out on reaching a tier or program threshold, allowing us to maximize opportunities. With Enable, I can sign agreements with customers or vendors with the confidence that we have the data to support meeting our commitments."  

Being the Best Possible Customer

Hyre believes the most compelling reason to consider Enable is that shared desire to be the kind of customer you value dealing with – the ones who plan ahead, provide accurate orders, pay bills on time and are ready at the job site. He explains, “With Enable, we can extend this reliability to our trade partners and vendors. It enables us to be a dependable customer, meeting tiered programs, maintaining accurate data, and ensuring appropriate challenges when needed. Vendors appreciate that if we question something, it's done with precision, avoiding unnecessary time-wasting disputes. The goal is to be the shining gold star customer for our vendors, and Enable plays a pivotal role in achieving that."