5. Buyers Are People Too
“ % of industrial buyers who…”
…access supplier
websites
…use 3 or more
keywords in search
60%
60%
…include detailed specs
in keyword searches
44%
Source: Thomas Industrial Purchasing Barometer 2011
(C) Thomas Industrial Network 2012
6. Suppliers Need to Present Detailed Product
Information that Is Easily Searchable…
(C) Thomas Industrial Network 2012
7. What Suppliers Must Consider
“ % of industrial buyers who…”
…compare multiple
…seek custom suppliers when sourcing
manufacturers, require
specialized information
89%
74%
…want product specs and full
catalogs when sourcing
Source: Thomas Industrial Purchasing Barometer 2011
82%
(C) Thomas Industrial Network 2012
9. The Ecosystem of Buyers and
Suppliers is Constantly Changing…
Suppliers need to present, market and sell their
PRODUCTS in a seamless yet engaged manner
to be successful
Buyers need to know the PRODUCTS first to get
quality PRODUCTS from the best suppliers to
be successful
(C) Thomas Industrial Network 2012
10. So why is Thomas Industrial Network
so good for suppliers?
• Navigator
Catalog
• Navigator
Marketplace
(C) Thomas Industrial Network 2012
11. And We Built Something Special for
Ariba Buyers…ariba.thomasnet.com
(C) Thomas Industrial Network 2012
18. Ariba.ThomasNet.com – Product Sourcing
OEM and MRO Product Sourcing
Pallets for new warehouse facility
in Chicago
- Plastic
- Rackable
- 5,000 lb capacity
20. Ariba.ThomasNet.com – Product Sourcing
plastic rackable pallets
Intelligent search engine Find products by specification:
• Built on taxonomy • Materials
• Part number and • Dimensions
keyword search • Construction
• Guided product selection • Applications
• Etc.
26. Ariba.ThomasNet.com – Product Sourcing
Product specific refine specific
Product and Supplier options
refinefor further specification of
allow options allow for further
refinement of results
product
32. Ariba.ThomasNet.com – Supplier Selection
Metal stampings
Directory of Suppliers Refine Suppliers by:
• Network of over 600,000 • Location
companies • Ownership
• Manufacturers, distributors, • Certification
MRO providers and other • Company Type
service companies
43. Ariba.ThomasNet.com – CAD Drawings
Downloadable
3D CAD Supplier Directory
Library 2D & 3D CAD
Drawing for millions
of parts available from
over 100 Top OEMs
Downloadable to
leading CAD Systems
46. So how’s this all going to work for you?
For
Buyers Find Enable Buy
For
Sellers Catalog Ariba-Ready Match
(C) Thomas Industrial Network 2012
47. Next Steps
• If you are a buyer… • If you are a supplier…
Review our online catalogs Consider how to best serve
the direct spend and MRO
Contact Ariba or THOMAS needs of the ARIBA buyer
Jointly develop a strategy Contact THOMAS
and execute a plan to
enable your industrial Let us build a Marketplace
MRO suppliers with one Navigator collaboratively
catalog format with your IT, Engineering
and Marketing
(C) Thomas Industrial Network 2012
48. The Thomas Industrial Network & Ariba
Engagement Team is Ready….Are You?
Email us to get started today!
ariba@thomasnet.com
(C) Thomas Industrial Network 2012
Notas del editor
SO GLAD YOU COULD JOIN US THIS AFTERNOONCome on inWe’re going to have a good show for you todayThis is all new stuff to youAnd it’s all stuff you can take back to the office and use next weekPut your business card into the bin there…because there are a few prizes to give away in this session…Let me also welcome:Dave from Monroe EngineeringHi how are you?Where is your company locatedWhat is procurement like at your company?Work alone, in teams?Are you in charge of particular vendors or commodities?Are more vendors better for you?An ARIBA buyerClaudio from ThomasMy colleagues Ed Edwards on the keyboardWeb solutions sales development managerJessica Woods on the drumsProduct Manager ariba.thomasnet.com
Possibly an iPad if your name is drawn from the hatPossibly A new way to think about the ECOSYSTEM of buyers and suppliersSuppliers need to present, market and sell their PRODUCTS in a seamless yet engaged manner to be successfulBuyers need to know the PRODUCTS first to get quality PRODUCTS from the best suppliers to be successful A few tools to kick off integrating your direct spend and MRO into ARIBA and to present your PRODUCTS to buyersAnd maybe…a new way to think about procurement and sales that helps you and your company succeed
Because Thomas Industrial Network (THOMAS) and ARIBA are BFF’s; technical term meaning a “strategic alliance” to build your community of buyers and suppliers as a result of our partnership
60% of industrial buyers use 3 or more keywords on average when searching for industrial productsNearly 60% of industrial buyers go directly to supplier websites44% of industrial buyers include detailed product specifications in keyword searches
• 74% of buyers looking for custom manufacturers require specialization and capabilities information• 89% of industrial buyers compare multiple suppliers when sourcing• 82% of industrial buyers want product specs and full catalogs when sourcing
These existed in the 20th CenturyPeople used to use their hands to “turn pages”People would look for products alphabetically..unbelievableThen they would pick up the rotary phone and mail letters to request information….We want to show you how to search for a PRODUCT TO FIND THE COMPANIES YOU WANT AND CAN DO BUSINESS WITH by looking for products and servicesYes you have your vendor master and preferred vendors, but really you should get out more often…AND if you’re trying to sell products, we’ve got some new stuff for you..because..well we have been working with industrial suppliers for well past 100 years now…
Now let’s be clear about some thingsBuyers have a whole raft of already approved suppliers and service providersSo you have to better than the ones they already haveIn some cases you still have to get approved , certified and classified before they even talk to youBut it has to start somewhere and that place is showing them you have the goods they are looking forAND that is what Thomas and ARIBA are going to help you doHelp you clear the hurdles by being your advocate to the ARIBA community
Let’s chat with Dave from Monroe about his Navigator CatalogLet’s look at his products and website for a few minutesDave…does the 80/20 rule apply in your businessOkay ED, let’s look at Dave’s Navigator Marketplace up on the screenLet’s show off a bit of Dave’s websiteDave tell us, what’s a hot product line for you?You buyers in the audience might find this familiarEd, why don’t you and Ed show us how we can generate a Purchase Requisition from Dave's ARIBA ready CATALOG MARKETPLACE And now show us how Dave can pick up the PO and accept the PO and then invoice…I think Dave just made some money
OK, Jessica…let’s get that PRODUCT SEARCH workingOk ARIBA buyerWhat do you look for?
If you are buying with ARIBA…You get to use our solutions to LOCATE PRODUCTS and their suppliersAnd then we go out and get them ARIBA-ready for youIf you want to sell to an ARIBA buyer…We get your product information catalogued and ARIBA-ready with NAVIGATOR MARKETPLACE And we are your industrial “match.com” with ARIBA
If you are a buyer…Start looking at the catalogs we’ve prepared for youKick off a direct spend and MRO discussion with usThink about how we can connect all your suppliers with one catalog formatCall ARIBA and THOMAS in for a meetingIf you are a supplier…Consider how to best serve the direct spend and MRO needs of the ARIBA buyerLet’s get the conversation rolling on building you a Marketplace NavigatorLet’s sit down with your IT, engineering and marketing teams and make this happen