Mark Howes, Chief Supply Chain Officer, shares his journey from independent dealer to valued member of Strata GPO using the customer journey framework.
AWARENESS
What was the primary need for joining a buying group and what were the obstacles?
Mark: Effective tracking and management of rebates, training opportunities for members, and access to vendor programs. Significant barriers arise when a buying group offers excellent programs but lacks a robust rebate tracking system.
CONSIDERATION
How did you assess the strengths and weaknesses of various solutions, and what factors acted as non-negotiable deal-breakers for you?
Mark: Old-school buying group thinking is a non-negotiable deal breaker. It’s clear that Strata represents a fresh vision of what a buying group should be. With incredible technology, a strong team, and an outstanding training platform, they embody a new way of thinking.
How is Strata different from other GPOs?
Mark: Strata’s exceptional management team is innovative, bold, and ambitious. Their technology enables vendors to receive payment just one day after invoicing through the Central Pay model. Dealers can get rebates in as little as two weeks, fully reconciled at the end of each quarter. This technology also offers vendors real-time insights into each dealer’s sales volume, helping them identify challenges related to training, manufacturer representatives, or misalignment with their target customer base.
DECISION
What were the pivotal criteria influencing your final decision?
Mark: Vendor program economics, rebate structure and payments, rebate tracking, technology used, and access to top-tier industry training. Strata’s training platform exceeds expectations by providing opportunities to earn CFSP credits, allowing participants to achieve industry certification while enhancing their understanding of our industry and products. This collaborative opportunity is unmatched by any other platform available.
RETENTION
What are your expectations for Strata GPO?
Mark: To foster ongoing growth and maintain industry leadership in training and technology that benefits both dealers and vendors.
What steps will you take to achieve optimal results with Strata GPO, and how do you assess the success, value, and satisfaction of your partnership?
Mark: I am excited to become involved in Strata’s Guidance Alliance, a program where a select group of dealers actively advocate for and support the GPO’s strategic initiatives for the collective benefit of all members. In this role, I will lend my voice to vendor negotiations and collaborate with Strata’s team to enhance training.
THE STRATA ADVANTAGE
What has been the best part of Strata GPO membership to date?
Mark: Their partnership, enthusiasm, and willingness to work closely with dealers.
Why are you excited about the future of Strata GPO and the industry overall?
Mark: Buying groups, like many aspects of the industry, are outdated. A re-imagined approach to the structure, coupled with impressive technology and the involvement of younger generations, positions Strata as a beacon of exciting possibilities for the future.
Do you have any advice for other dealers looking to switch or join a buying group?
Mark: Repeating the same actions while expecting different results is the definition of insanity. This mindset is prevalent among many in our industry and needs to change. To thrive, we must attract younger talent and demonstrate the exciting career opportunities available in our field. Join Strata and become part of the revolution that is shaping the future.
