VIEWPOINT


NBG DEALS: TURNING TALK INTO TRACTION


Lee Glover, managing director at P&R


JUST OVER 12 months ago, our family-run builders merchant P&R embraced the opportunity to join NBG as a Partner. Since becoming an integral part of the NBG network, P&R has witnessed a marked transformation in our procurement strategy, market perception and overall performance. NBG’s deals have reshaped the company’s approach to buying, and our active engagement continues to enhance those same deals. Before we joined NBG, our two-branch operation faced the familiar challenge of negotiating on its own behalf, often securing fair prices but lacking the scale to influence Supplier terms or access the most competitive deals. Firmly rooted in regional trading, our Suppliers understood that we were a small account with modest order volumes and tailored their terms accordingly. Although we prided ourselves on strong relationships at a local level, there was no escaping the reality that scale drives leverage. When we opted to become an NBG Partner, the shift was immediate and profound.


Unlocking more favourable deals The most tangible benefit to our partnership with NBG has been access to more competitive pricing across a broad spectrum of product categories, including timber, brick, and roofing supplies. By pooling orders through NBG, P&R now participates in negotiations that reflect the full weight of nationwide buying volumes. This has resulted in margin improvements that directly benefit our bottom line and enable us to pass savings on to our customers.


Suppliers began to recognise 16


our combined purchasing power, extending to us pricing and contracting terms previously reserved for much larger customers. Crucially, our access to real-time availability data — supported by the NBG Product Information Management (PIM) system — has eradicated the risk of ordering items only to discover prolonged lead times. Such reliability ensures that we deliver on the commitments we make to our customers without frustrating delays or surplus stock.


Shaping future NBG agreements


Our participation in negotiating and fulfilling NBG deals is far from passive, as we understand it can be in other buying groups. Through regular regional meetings, we contribute detailed insights into product performance and end-user preferences. Sharing sales trends and customer reactions helps NBG refine the deals it negotiates. This collaborative approach guarantees that Supplier agreements are aligned with actual market demand rather than best guesses. Our contributions ensure that NBG deals evolve continuously, benefiting all Partners and strengthening the group’s overall negotiating position.


Elevating Supplier engagement


Equally significant has been the upgrade in how Suppliers perceive and support P&R. Previously, our two-branch scale meant that we were one of many small accounts, sometimes finding ourselves at the back of the queue for new product launches or promotional incentives. As an NBG Partner, P&R now enjoys a seat at the


table. Suppliers reach out directly with new product lines, training and sales resources tailored to our customer base. This improved engagement not only enhances our product knowledge but also streamlines the training of our branch teams, enabling them to present products with confidence and authority.


Broadening our product range Over the past year, we have also expanded our catalogue in ways that would have been unlikely before. As a standalone merchant, exploring new Suppliers and product lines carried inherent risk: uncertain availability, untested quality and limited marketing support. Through NBG, we have been able to diversify our offering, attract new customers and reinforce P&R’s reputation for both quality and service.


Sustaining success Our ambition is to build on this foundation by continuing to work closely with the wider NBG community to identify opportunities for new deals


and ways to improve existing ones. By continuing to share sales information and customer insights, P&R will help ensure that future agreements deliver maximum value. In turn, our customers will benefit from an ever-broadening selection of competitively priced, readily available products.


A partnership that delivers


Reflecting on the past 12 months, it is clear that the P&R– NBG partnership is genuinely reciprocal. NBG’s deals have empowered us to compete more effectively, enhance customer satisfaction and strengthen our market position. Simultaneously, our own participation has contributed to the ongoing improvement of those deals, helping to raise the bar for the entire Partner network. NBG has always prided themselves on buying better, and this was one of the main reasons we joined NBG in the first place. It has been great to experience the impact of NBG’s buying power firsthand and have a voice in how that buying power is used. BMJ


www.buildersmerchantsjournal.net August 2025


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