So what is the best strategy for catalogs? Many buyers wish to own their catalogs while many Seller provide PunchOut™ Level 1 and 2 capabilities. This Buyer and Seller panel discussion best practices and merits of different catalog strategies from buyer owned CSV files to the different sophistication levels of PunchOut catalog.

1. Getting on the Same Page:
A Discussion on Catalog Strategies
March, 2014
#AribaLIVE
@ariba
© 2014 Ariba – an SAP company. All rights reserved.

2. Catalog Options on Ariba
•
No catalog
Non-catalog purchase orders
•
Hosted catalog
Catalog Interchange Format (CIF)
•
PunchOut catalog
cXML integration to your e-commerce site
2
© 2014 Ariba – an SAP company. All rights reserved.

3. Today’s Presenters
•
Jamie Banks
Director, Customer Support Systems and eProcurement
•
Laurie Hunt
Director of eProcurement, Procurement Services
•
Barry Eisenberg
Business Development - Contracts & e-Procurement
3
© 2014 Ariba – an SAP company. All rights reserved.

4. Today’s Presenters
•
Jamie Banks
Director, Customer Support Systems and eProcurement
•
Laurie Hunt
Director of eProcurement, Procurement Services
•
Barry Eisenberg
Business Development - Contracts & e-Procurement
4
© 2014 Ariba – an SAP company. All rights reserved.

5. Staples
•
•
•
•
•
•
•
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World’s largest office supply company and trusted source for office solutions
We provide products, services and expertise in the categories of office supplies,
technology, furniture, Copy & Print, and cleaning and breakroom
Founded in 1986
Annual sales of $24.4 billion
Rank 2nd in the world in eCommerce sales
90,000 associates
26 countries
© 2014 Ariba – an SAP company. All rights reserved.

6. eCommerce at Staples
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•
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Engaged in eCommerce for 14+ years
Collaborative commerce evolution began with a customer request
Approach is to be proactive, stay ahead of the curve, and be the
supplier that customers look to for piloting eProcurement programs
Offer multiple solutions to buyers
C2B customers order on Staples.com
B2B contract customers order on private website
6
© 2014 Ariba – an SAP company. All rights reserved.

7. Staples and Ariba
Current State
•
450 customer relationships on Ariba today
65% engaged in invoicing and orders
Double-digit growth in invoicing volume
•
•
7
Implementation in 30 days or less
94%+ rate of electronic and program
compliance
© 2014 Ariba – an SAP company. All rights reserved.

8. Our Experiences: PunchOut vs. Hosted
Catalogs
Hosted Files
PunchOut
+ Millions of products
+ Online returns
+ Order status
+ Order history
+ Personal shopping lists
+ World-class search engine
+ Real-time price and product availability
+ No catalog maintenance
+ No ongoing catalog creation costs
8
© 2014 Ariba – an SAP company. All rights reserved.
- Increased invoicing issues
• With millions of orders and invoices annually
- No customized items
- Less order management
- Costly maintenance

9. Today’s Presenters
•
Jamie Banks
Director, Customer Support Systems and eProcurement
•
Laurie Hunt
Director of eProcurement, Procurement Services
•
Barry Eisenberg
Business Development - Contracts & e-Procurement
9
© 2014 Ariba – an SAP company. All rights reserved.

10. Who is University of Washington?
16 colleges and schools
1,800 undergraduate courses each quarter
Serves 92,000 students annually
Confer more than 12,000 bachelor’s, master’s,
doctoral and professional degrees annually
Ranks among the top schools in the country in
providing U.S. Peace Corps volunteers
Receives more federal research funding
than any other American public university
10
© 2014 Ariba – an SAP company. All rights reserved.

11. Ariba at University of Washington
Procurement
Invoicing
(Catalog and Non-Catalog
Requisitioning)
(PO and Non-PO based)
Sourcing
(On Demand)
eForms
(Internal Sales Document, PCard
Request, Employee Reimbursement,
Payments to Individuals)
Contract
Management
(On Demand)
11
© 2014 Ariba – an SAP company. All rights reserved.
T&E
(Expense Reports)
Contract
Compliance

12. UW Catalog Overview
Implemented
Ariba Buyer,
3 PunchOut
catalogs,
customized
non-catalog
(routed to
internal
buyers only;
JD Edwards)
Non-Catalog
Implemented
Turned off
Ariba
(University stores E-Invoicing
shut down, so
catalogs were
only option)
Non-Catalog
Turned back on
(push to move
transactions out
of legacy
system;
20K suppliers)
Prior to Ariba – very manual paper process for both POs and Invoices
12
© 2014 Ariba – an SAP company. All rights reserved.
43 PunchOut,
8 hosted catalogs
Testing with
13 additional suppliers

13. Why Adopt e-Catalogs?
Visibility
•
•
•
Increased visibility of
detailed spend
Increased order accuracy
Fewer supplier/vendor disputes
Compliance and control
•
•
•
13
© 2014 Ariba – an SAP company. All rights reserved.
Drives up user compliance – all
catalogs are covered under
contract
Decentralized purchasing –
gives campus users control
over their purchases
Efficiency
$63
$20
Before Ariba:
Per-PO
Process Costs
With Ariba
Per-PO
Process Costs

14. Today’s Presenters
•
Jamie Banks
Director, Customer Support Systems and eProcurement
•
Laurie Hunt
Director of eProcurement, Procurement Services
•
Barry Eisenberg
Business Development - Contracts & e-Procurement
14
© 2014 Ariba – an SAP company. All rights reserved.

15. Who is B&H Photo, Video,
Pro Audio?
• Our company
World-class provider of creative
technology and AV products
Serving professional, corporate,
education and government sectors
Founded 1973
•
Our business
Creative technology
•
15
Visit: www.bhphotovideo.com
© 2014 Ariba – an SAP company. All rights reserved.

16. Our E-Commerce Capabilities
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Ariba Ready validated Platinum seller
More than 10 years’ experience with
Ariba Network
Over 50 customers supported via Ariba today
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•
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© 2014 Ariba – an SAP company. All rights reserved.
Member of Ariba Seller Steering Committee
25%+ annual growth in Ariba channel
350,000 + items offered via PunchOut

17. Our Ariba Strategy
Enabling PunchOut Success Story
NOW:
UPDATE TO:
BEFORE:
500-item
40,000-item
CIF catalog updated annually
CIF catalog sent monthly
OUTDATED PRICING
SAVINGS: $100,000s
DISCONTINUED
ITEMS
NEW
ITEMS
17
IN catalog
NOT IN catalog
© 2014 Ariba – an SAP company. All rights reserved.
350K+item
catalog via PunchOut
UPDATED:
Multiple times daily

18. Panel Discussion and Your Questions
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© 2014 Ariba – an SAP company. All rights reserved.