FAQ - Frequently Asked Questions
Company Specific Information
Bid Process Related Questions
Sales Questions
Technology
Implementation of Contracts
Financial Questions
General Questions
Company Specific Information back to top
1. What is the Vanguard National Alliance (VNA)?
VNA is an organization, funded 100% by the Allen Bradley channel of distributors. VNA pursues National Account Contracts for Electrical MRO and Industrial automation supplies on behalf of its members. As most national chains have a national accounts department, VNA could be viewed as a national accounts department for the Rockwell distributors. We focus on securing national related business for our members and also driving value added services back to our members in a “service bureau†format.
2. What is the basic functionality of the organization?
VNA is a standalone service organization that pursues these contracts directly with the customer. VNA sells, negotiates and implements these contracts on behalf of its members. In addition, we facilitate services for our members with these contracts and provide services back to our members directly.
3. When should the process be utilized?
When there is an account, which spans across multiple geographic areas, then you should call VNA.
4. Will this also be a regional program, what are the qualifiers?
As discussed earlier, based on the program filters, we will pursue regional deals, which meet our customer profile, spanning multiple regions.
5. Does the VNA solution fit for a large single site location?
Not at the present time, we are looking for multiple location companies and will potentially work with single sites as our platform is proven.
Bid Process Related Questions back to top
1. How will pricing be handled?
VNA personnel utilizing VNA technology, which complies with industry standards, will do all pricing. We are a propionate of all NAED related programs. We will seek out additional feedback from our channel of distributors on local pricing also. We are in a position to provide our customers with one “national†price per product consistently across the country. We negotiate national pricing.
2. Who sets the pricing level/margin?
VNA personnel will gather account intelligence from incumbents individually and we will set national levels.
3. Does VNA bid a consistent price across the country?
We have this capability currently.
Sales Questions back to top
1. Who will have account control?
VNA will be the single point of contact and contract control. It will be the responsibility of the VNA distributor to execute the contract per terms of the agreement. The relationship on the local level for the VNA distributor with the customer remains unchanged.
2. Where should all sales related inquiries go?
You should call us directly at the VNA headquarters in Boston, per our “contact us†section on this website
1. What technology is VNA providing to help me reduce costs?
VNA is being geared to be an information company utilizing, the industry leading, NXTrend Technology software platform, which focuses on reducing transactional costs by utilizing the latest technology available. It is this platform, which will keep you competitive.
Implementation of Contracts back to top
1. Who is responsible for implementation?
VNA has a team of dedicated contract managers who will take ownership of the specific account after the close. They manage the customer relationship, drive contract success criteria and monitor VNA distributor compliance and performance to contract terms.
1. How does the financial model work for VNA?
We operate on investment capital from our members, member fees, revenue generated from commerce fees via our site usage, vendor participation and other pay for service type variables for our members and customers.
2. How is the ownership of VNA structured?
VNA is 100% member owned, all owners are current VNA distributors.
General Questions back to top
1. How is this any different than other national solutions?
VNA is in a position to have learned from all the successes and failures of those that have come and gone. We are not encumbered by debt, organizational cost burdens or third party profit motive.
VNA will provide a single solution for end users with high A-B installed base and other needs that cannot be fulfilled as effectively by an entity representing multiple vertical product segments and competing, distributors.
By virtue of the territorial centric, local service model, customers are at less risk with the VNA solution .Our distributors typically represent the market leading industrial focused distributor market by market.
2. Will it be your intention to open this up to all electrical distributors at some point?
No. It will only be open to the A-B channel distributors locations.
3. Will the national account effort include the representation of “chains†to the customer?
Yes. In order to be successful in covering all potential customer locations, all Allen Bradley centric locations will have the opportunity to be part of the solution.
4. Who will determine pricing and terms/conditions?
In order to meet legal requirements, the final decisions will be made by VNA, with input from contract participants.
5. Customers are requesting percentages of their purchases to go to minorities - will there be a provision for this?
Yes, VNA has a number of very strong members who qualify under these programs, thus we are a big advocate of such programs.
6. Does VNA have the endorsement of Allen-Bradley?
Allen-Bradley has enlisted VNA as a vehicle to create a viable national accounts solution for the A-B channel. A-B is currently NOT supporting or endorsing any other provider with complete national coverage. A-B has endorsed VNA as its preferred national accounts solution.