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MC                                        Managing Cash
                                          Better in an Era of
                                          Limited Growth
                                          James Tucker, Global Solution Marketing Director
                                          Enrico Camerinelli, senior analyst Aite Group
                                          Milan
                                          Jean-Cyril Schütterlé, Business Development
                                          Manager, B-Process




© 2012 Ariba, Inc. All rights reserved.
The Rise of the Networked Economy
                                                                                                           “Increasingly companies are
                                                                                                           embracing collaboration as part
                                                                                                           of their strategy to grow.”
                                                              77%
                                                              increased
                                                              access to        63%
                                                                               increased
                                    55%                       knowledge
                                                                               marketing
                                    better                                     effectiveness
              41%                   information
                                    sharing
                                                                                                 43%
              improved                                                                           greater
              collaboration                                                                      market
              across
              silos                               24%                                            share

                                                  increased
                                                  revenue
                                                                                                                           8%
                                                                                                                           higher
                                                                                                                           margins




               “ Networked enterprises are 50% more likely to
                 have increased sales, higher profit margins, gain
                 market share, and be a market leader. ”
                                                                   Source: McKinsey & Company, “The rise of the networked enterprise,
                                                                  Web 2.0 finds it’s payday.” Survey of 4,394 executives. December 2010



2   © 2012 Ariba, Inc. All rights reserved.
What can European companies and CFOs
    do to ensure ongoing focus and
    sustainability? Create a “Cash Culture”

“Although 60% of companies
improved working capital in
the past year, only 5% have
achieved upper-quartile                                                              Measurement & Accountability
performance. As Europe
moves into a period of
                                                                                              Incentives
recovery and revenue
growth, the question is
whether the changes made                                                       Organisational Alignment & Collaboration
are sustainable and whether
companies are creating a
“cash culture.”
3   © 2012 Ariba, Inc. All rights reserved.   Source: The Hackett Group/REL, 2011 Europe
                                              Working Capital Survey
MC
                                          Managing Cash
                                          Better in an Era of
                                          Limited Growth
                                          Enrico Camerinelli
                                          Sr. Analyst EMEA - Aite Group




© 2012 Ariba, Inc. All rights reserved.
Working Capital Ratios
            Distribution of Working Capital Components- Europe



            AP
           34%                                            AR
                                                         38%


                                                                 Distribution of Working Capital Components- USA



                                                                  AP
                                                                 32%                                          AR
                                                                                                             36%




                                                                                                                   Source: REL Consulting
                                      INV
                                      28%




                                                                                   INV
                                                                                   32%




5   © 2012 Ariba, Inc. All rights reserved.
Payment Habits - Domestic/Foreign
Overdue Invoices




                                              Source:Atradius
6   © 2012 Ariba, Inc. All rights reserved.
Credit Manager‟s Index




                                              Source: National Association of Credit Management
7   © 2012 Ariba, Inc. All rights reserved.
Impact of Working Capital on Corporate
Value




8   © 2012 Ariba, Inc. All rights reserved.
Impact of AP on Corporate Value




9   © 2012 Ariba, Inc. All rights reserved.
Impact of AR on Corporate Value




10   © 2012 Ariba, Inc. All rights reserved.
The Portfolio of SCF Instruments (today)

•    Accounts Payable-centric
            Approved payables finance based on supplier invoices
            Early supplier payments using Buyer‟s liquidity


•    Accounts Receivable-centric
            Receivables finance, factoring and invoice discounting




11   © 2012 Ariba, Inc. All rights reserved.
Supply Chain Finance - Expanding the
Window of Opportunity

                           DAY
                             0
                                                DAY
                                                2-5
      Invoice
     received                                               DAY
                                                            17-30      Invoice
              Invoice                                                Due Date
            approved
         for payment
     with e-Invoicing                             Invoice
                                             approved for
                                          payment without
                                              e-Invoicing
                                                                    DAY
                                                                    45
12    © 2012 Ariba, Inc. All rights reserved.
Main Business Models in SCF

       Model                                      Value                  Supporting Technology (Projection)
                                   Integrated financing and payments
 Bank-centric                                                           White-labeled SCF platform
                                   services (e.g., FX)
                                   Aggregates demand of credit from
                                   corporations and then matches with
 Mediator-centric                                                       White-labeled SCF multi-bank platform
                                   funding capabilities from pool of
                                   lenders – typically banks
                                   No intermediation. Supplier          TMS and B2B platforms with extended
 Corporate-centric
                                   relationship management              capabilities of FX and SCF applications




13   © 2012 Ariba, Inc. All rights reserved.
The Portfolio of SCF Instruments (tomorrow)

•    Accounts Payable-centric
            Approved payables finance based on supplier invoices
            Early supplier payments using Buyer‟s liquidity


•    Accounts Receivable-centric
            Receivables finance, factoring and invoice discounting


•    Inventory-centric and “pre-shipment”
            Purchase Order-based finance and Inventory finance



14   © 2012 Ariba, Inc. All rights reserved.
MC
                                          Early Pay Discount
                                          Programs
                                          James Tucker
                                          Global Director Finance Solutions, Ariba




© 2012 Ariba, Inc. All rights reserved.
Early Payment Discount Strategy




                                               35%




16   © 2012 Ariba, Inc. All rights reserved.
“
     Discount Benchmarks
                                                                         “      2-for-1

                                                   $2 Million in discount savings for
              DISCOUNTS
                                                 every $1 Billion in discountable spend




     Key Performance Indicator (KPI)                 Laggards           Average           Innovators
     Discountable spend                                10%                20%                30%
     Discount Rate (eg. 2% 10 Net 30)                   1%                 2%               2.5%
     Annualized Percentage Rate (APR)                  36%                36%                36%
     Percentage of discounts captured (A)              15%                24%                31%




                               (A) Aberdeen


17     © 2012 Ariba, Inc. All rights reserved.
Process Benchmarks
                                                  60-80% cost take out – or about $1 million for
      PROCESS                                      average to large Payables organizations (B)


     Key Performance Indicator (KPI)                                   Laggards            Average     Innovators
     Invoice cycle time receipt-to-approve (P)                          45 days            21 days       5 days
                                                                                                       (13 days EU)

     Invoices per FTE (H)                                                6,797              11,364       32,830
                                                                                           (8463 EU)

     Percentage of invoices with exceptions (A)                           30%                17%          12%
     First pass match rate (H)                                            65%                70%          85%
                                                                                            (59% EU)

     Percent of electronic invoices (H)                                   7%                 25%          67%
                                                                                            (9% EU)

     Inquiries per 10,000 Invoices (H)                                    n/a                756           n/a
                                                                                           (1091 EU)
                                           (P) PayStream Advisors
                                           (H) The Hackett Group
                                           (A) Aberdeen
                                           (B) Billentis
18     © 2012 Ariba, Inc. All rights reserved.
Opportunities to Maximize Discount
                 Capture Success
                   3%                                            Example discount term:                                      “    Our goal last year was to achieve
                                                                                                                                 60 percent of addressable invoices
                                                                                                                                  for early payment discounts with
                                                                                                                                                                      “
                                                                 2%10 Net 30
                                                                                                                                    Ariba and we surpassed that.
 Discount Rate




                    2%

                                                                         Reduce Invoice




                                                                                                          Approval Process
                                                                                          Paper Invoice
                                                                          Cycle Time
                                                     Approvals
                                         e-Invoice




                    1%

                                                                                                                                              http://youtu.be/GKXkXYaXNSM




                                                                    10                                                           30                                  60
                                                                                          20
                                                                                                          Days

                 Source: Dynamic Discount Management: Finding the “Treasure” in Treasury, PayStream Advisors, 2012
19                © 2012 Ariba, Inc. All rights reserved.
Correlation between Supplier
     Collaboration with e-Invoicing
     and Discount Capture
                            $1M                                          1,000
                                                   Vendors Enrolled in Early900
                                                                             Payment
                                                               Program
                                               Vendors Enrolled in Early Payment
                                                                         800

                                                            Program      700

                                                                         600
                                                                                 Vendors Participating
                         $0.5M




                                                                         300

                                                                         200        Vendors Participating
                                                                         100

                            $0M                                          0




In 2011, Republic grew their vendor participation in their Discount Program by
             nearly 500%, and realized savings of about $1M.
20   © 2012 Ariba, Inc. All rights reserved.
Best Practice: Increase Discount Capture
     Capture Missed Discounts & Increase New Discounts
                                                    5x   Ariba solutions capture 2-5x
                                                              discount savings
                                                         Enroll suppliers at enablement

                                                         Engage right supplier audience
              Recent Aberdeen study
           shows 50% of pre-negotiated         3x        Introduce sliding scale discount
                  discounts are
                  never captured
                                                         Include net term invoices
                                          2x




21   © 2012 Ariba, Inc. All rights reserved.
E-Invoicing Identified as The
     Primary Enabler for Working Capital




22   © 2012 Ariba, Inc. All rights reserved.
E-Invoicing: THE Business Driver for
     Strategic Savings


 E-Invoice considered THE document regarding
      working capital optimization (3-for-1)
                                             E-Invoice considered THE document
                                                regarding VAT reclaim (7-for-1)


  E-Invoice considered THE
 document regarding contract
     compliance (9-for-1)

                                                E-Invoice considered THE document
                                               to maximize discount capture (2-for-1)



23   © 2012 Ariba, Inc. All rights reserved.
MC
                                          Invoice2Cash
                                          Supply Chain
                                          Finance Solution
                                          Jean-Cyril Schütterlé, Business
                                          Development Manager, B-Process




© 2012 Ariba, Inc. All rights reserved.
summary

       1.         Presentation of b-process

       2.         Supply Chain Finance, an original financing method

       3.         b-process’ contribution to Supply Chain Finance

       4.         The benefits

       5.         Implementation steps




25   © 2012 Ariba, Inc. All rights reserved.
b-process

     b-process brings 11 years of Invoice
     Management experience in France and across
     the globe
     130 people dedicated to e-invoicing
     32K interconnected buyers and suppliers on
     the billManager ™platform
     Exchange over 40 million invoices worth over
     $80 billion in annual spend
     24 countries where the solution is certified
     e-Invoicing VAT/tax compliant

                                                  billManager
                  BUYERS                         Legal e-Invoicing   SUPPLIERS




26     © 2012 Ariba, Inc. All rights reserved.
summary

       1.         Presentation of b-process

       2.         Supply Chain Finance, an original financing method

       3.         b-process’ contribution to Supply Chain Finance

       4.         The benefits

       5.         Implementation steps




27   © 2012 Ariba, Inc. All rights reserved.
What is Reverse Factoring?
      RF refers to a contract whereby :
                -         a buyer
                -         mandates one or several banks
                -         to pay validated invoices before their due dates
                -         to its suppliers
                -         on their requests


      RF belongs to the wider family of Supply Chain
             Finance services



28    © 2012 Ariba, Inc. All rights reserved.
A buyer mandates a bank to pay validated
     invoices before their due dates, to its
     suppliers, on their requests

                       1                                   2                         3



                                                 The supplier requires
                                                    some or all of its
      The buyer notifies the                                               On due date, the buyer
                                                validated invoices to be
     invoice amount that he                                                  pays the financial
                                                paid before due date by
       will pay on due date                                                     institution
                                                 a financing institution
                                                 selected by the buyer




29    © 2012 Ariba, Inc. All rights reserved.
Reverse Factoring : whom for?
                                                             Major buyers
                                                      Investment grade companies
                                                     Able to quickly validate invoices




                                        Their Suppliers                                  Banks
               SMB with a need for working capital finance                         Any financial institution with an
               Bigger Companies eager to do some „window-                          interest in trade finance
               dressing‟


30    © 2012 Ariba, Inc. All rights reserved.
Reverse Factoring : with which objectives?

                                                                     Client
                                                    Contribute to the development of his suppliers
                                                     Optimize its administrative organization
                                                         Generate additional incomes




                                Suppliers                                                             Financial partner
       Have access to a funding source easily                                                          Limit the risk
                accessible to advantageous rates                                                       Maintain margins
                                                                                             Consolidate relation with buyers
31    © 2012 Ariba, Inc. All rights reserved.
Reverse Factoring : a financial
     mechanism that benefits all parties
                                                                       Savings for
                                                                      the supplier



                                                  Part of the
                                                    benefits
                                                  transferred           Financial costs
                                                                       supported by the
                                                 to the buyer              supplier
                                                   Improved
                                                   Financial costs
                                                   return for
                                                  supported by the
                                                      supplier
                                                    the bank

          Financial costs
         supported by the
              buyer



      Usual short term                          Reverse Factoring    Usual short term
      buyer financing                                                supplier financing


32    © 2012 Ariba, Inc. All rights reserved.
summary
       1.         Presentation of b-process

       2.         Supply Chain Finance, an original financing method

       3.         b-process’ contribution to Supply Chain Finance

       4.         The benefits

       5.         Implementation steps




33   © 2012 Ariba, Inc. All rights reserved.
Invoice2Cash®, the collaborative platform
     that the Supply Chain Finance lacked
                      Without Invoice2Cash®                  With Invoice2Cash®
      No collaborative platform or bank-owned    SaaS application that centralizes all information
      platform disconnected from the invoicing    connected to the enrollment, implementation
                      systems                        and follow up of the funding program


                   Tedious Marketing                       Facilitated affiliation


      Information difficult to access                       Maximum visibility


                 Slowed transactions                Fastened information transfer




34    © 2012 Ariba, Inc. All rights reserved.
Reverse Factoring : Maximize benefits
     with e-invoicing
                                                                Without e-invoicing



                           Jours
                     5              10          20             30                40          50     60    Days


                                                                                        Potential
                                                                                        financing
                                                                                       Timeframe

                                               Time
                                               gain




                            Jours
                    5               10           20             30                40          50     60   Days


                                                      Potential financing Timeframe


                                                          With e-invoicing


35   © 2012 Ariba, Inc. All rights reserved.
Invoice2CASH® : Pattern
                                               1. Invoicing data is uploaded on the Invoice2Cash
                                                  platform either from your ERP or our e-invoicing
                                                  tool

                                               2. As soon as invoices are approved and the
                                                  associated credit notes are taken into account,
                                                  you immediately send your corresponding
                                                  payment slips to Invoice2CASH®

                                               3. The Invoice2CASH® platform calculates and
                                                  presents to each affiliated supplier the amounts
                                                  available for financing and the associated
                                                  financial fees

                                               4. Your suppliers freely carry out their financing
                                                  requests according to their cash requirements

                                               5. Invoice2CASH® sends the financing
                                                  requirements to the third-party financial institution

                                               6. The financial institution, after internal checks,
                                                  sends the funds to the supplier

                                               7. You pay the invoices to the financial institution at
                                                  the initial due date,

                                               8. The financial institution pays you a share of the
                                                  interest charged to the suppliers in accordance to
                                                  your previously negotiated conditions with him.




36   © 2012 Ariba, Inc. All rights reserved.
Some „Invoice2Cash‟ Screenshots




37    © 2012 Ariba, Inc. All rights reserved.
summary
       1.         Presentation of b-process

       2.         Supply Chain Finance, an original financing method

       3.         b-process’ contribution to Supply Chain Finance

       4.         The benefits

       5.         Implementation steps




38   © 2012 Ariba, Inc. All rights reserved.
Why should you start a Reverse Factoring
     program (Buyer side benefits) ?
              Secure your suppliers with no impact on your working capital
                                You provide them an opportunity of risk-free and cheap funding
                                You settle your invoices at the same date

              Have a new negotiation leverage on your suppliers
                                You give them access to a service that few or none of their other clients can offer

              Centralize and automate your payments management
                                You pay the financial institution on the whole
                                The platform handles the banking logins and prepares the payment orders

              Generate additional incomes
                                The financier remunerates himself with the supplier at a higher rate than the one you would
                                 have
                                Your receive part of that extra interest perceived by the financier

              Promote the deployment of e-invoicing
                                You increase the benefits that the suppliers can gain with your project



39   © 2012 Ariba, Inc. All rights reserved.
summary
       1.         Presentation of b-process

       2.         Supply Chain Finance, an original financing method

       3.         b-process’ contribution to Supply Chain Finance

       4.         The benefits

       5.         Implementation steps




40   © 2012 Ariba, Inc. All rights reserved.
A Supply Chain Finance program can be carried
out in a few simple steps

                                                                         Selection of the
                                                 Segmentation                                     Suppliers
      1          Financial aspects                                          financial
                                                 of the supplier                                  enrollment
                                                                          institution(s)
                                                     portfolio

                                                                            Financing
                                                                                                  Service
                                                   Framework                 contract
      2          Legal aspects                                                                 contract with b-
                                                 agreement with             supplier-
                                                                                                  process
                                                  the financial             financier
                                                    institution
                                                  Connection to           Connection to        Configuration of
      3          Technical aspects                  the ERP                the financier        user access
                                                 (PS & Transfer
                                                     order)

                                               Support b-process : feasibility study, determining specifications


41   © 2012 Ariba, Inc. All rights reserved.
Your contacts
                                               Sales
                                               Jean-Cyril SCHUTTERLE
                                               Business Development Director
                                               Phone : +33 (0)1 55 50 48 48
                                               E-mail : jcschutterle@b-process.com

                                               Pre-sales
                                               Cyril BROUTIN
                                               In charge of the RF / SCF offer
                                               Phone : +33 (0)1 55 50 46 21
                                               E-mail : cbroutin@b-process.com



                                               b-process an Ariba company
                                               4 rue de Ventadour - 75001 Paris,
                                                   France
                                               Phone: +33 (0)1 55 50 48 48
                                               Fax: +33 (0)1 55 50 48 49
                                               E-mail : info@b-process.com
                                               www.b-process.com



42   © 2012 Ariba, Inc. All rights reserved.
James Tucker
                                                                                                      Global Director Solution Marketing

     Q&A                                        Ariba
                                                                                                      Ariba Network & Finance Management
                                                                                                      +1.650.390.1702
                                                                                                      jtucker@ariba.com
 Procure-to-Pay
                                               Network                   Order-to-Cash
                                    Manage Cash Better
                                                                                                  What this new Smart Invoicing
                                                                                                     infographic has to say
                  http://www.ariba.com/solutions/manage-cash.cfm
                                                                                                  may surprise you. Take a look.
     Manage Cash                                                                            http://www.ariba.com/pdf/SmartInvoicing-Ariba.pdf
     Wednesday, May 30 (14:30-15:45)
     Mare Nostrum F


     Smart Invoicing: Move Beyond Scanning to Achieve Paperless Invoice Processing


     Wednesday, May 30 (16:00-17:15)
     Mare Nostrum F

     The Big Finance Payoff: Top Performance Metrics and How to Achieve Them

     Wednesday, May 30 (17:30-18:45)
     Mare Nostrum F

     e-Invoicing VAT Compliance Workshop: A Legislative Framework for Electronic Invoices

     Thursday, May 31 (10:00-11:15)
     Llevant


     Managing Cash Better in an Era of Limited Growth

     Thursday, May 31 (11:45-1:00)
     Llevant

     Streamlining Your Accounts Receivables with Outbound Invoicing


43   © 2012 Ariba, Inc. All rights reserved.
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44   © 2012 Ariba, Inc. All rights reserved.

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Managing Cash Better in an Era of Limited Growth

  • 1. MC Managing Cash Better in an Era of Limited Growth James Tucker, Global Solution Marketing Director Enrico Camerinelli, senior analyst Aite Group Milan Jean-Cyril Schütterlé, Business Development Manager, B-Process © 2012 Ariba, Inc. All rights reserved.
  • 2. The Rise of the Networked Economy “Increasingly companies are embracing collaboration as part of their strategy to grow.” 77% increased access to 63% increased 55% knowledge marketing better effectiveness 41% information sharing 43% improved greater collaboration market across silos 24% share increased revenue 8% higher margins “ Networked enterprises are 50% more likely to have increased sales, higher profit margins, gain market share, and be a market leader. ” Source: McKinsey & Company, “The rise of the networked enterprise, Web 2.0 finds it’s payday.” Survey of 4,394 executives. December 2010 2 © 2012 Ariba, Inc. All rights reserved.
  • 3. What can European companies and CFOs do to ensure ongoing focus and sustainability? Create a “Cash Culture” “Although 60% of companies improved working capital in the past year, only 5% have achieved upper-quartile Measurement & Accountability performance. As Europe moves into a period of Incentives recovery and revenue growth, the question is whether the changes made Organisational Alignment & Collaboration are sustainable and whether companies are creating a “cash culture.” 3 © 2012 Ariba, Inc. All rights reserved. Source: The Hackett Group/REL, 2011 Europe Working Capital Survey
  • 4. MC Managing Cash Better in an Era of Limited Growth Enrico Camerinelli Sr. Analyst EMEA - Aite Group © 2012 Ariba, Inc. All rights reserved.
  • 5. Working Capital Ratios Distribution of Working Capital Components- Europe AP 34% AR 38% Distribution of Working Capital Components- USA AP 32% AR 36% Source: REL Consulting INV 28% INV 32% 5 © 2012 Ariba, Inc. All rights reserved.
  • 6. Payment Habits - Domestic/Foreign Overdue Invoices Source:Atradius 6 © 2012 Ariba, Inc. All rights reserved.
  • 7. Credit Manager‟s Index Source: National Association of Credit Management 7 © 2012 Ariba, Inc. All rights reserved.
  • 8. Impact of Working Capital on Corporate Value 8 © 2012 Ariba, Inc. All rights reserved.
  • 9. Impact of AP on Corporate Value 9 © 2012 Ariba, Inc. All rights reserved.
  • 10. Impact of AR on Corporate Value 10 © 2012 Ariba, Inc. All rights reserved.
  • 11. The Portfolio of SCF Instruments (today) • Accounts Payable-centric Approved payables finance based on supplier invoices Early supplier payments using Buyer‟s liquidity • Accounts Receivable-centric Receivables finance, factoring and invoice discounting 11 © 2012 Ariba, Inc. All rights reserved.
  • 12. Supply Chain Finance - Expanding the Window of Opportunity DAY 0 DAY 2-5 Invoice received DAY 17-30 Invoice Invoice Due Date approved for payment with e-Invoicing Invoice approved for payment without e-Invoicing DAY 45 12 © 2012 Ariba, Inc. All rights reserved.
  • 13. Main Business Models in SCF Model Value Supporting Technology (Projection) Integrated financing and payments Bank-centric White-labeled SCF platform services (e.g., FX) Aggregates demand of credit from corporations and then matches with Mediator-centric White-labeled SCF multi-bank platform funding capabilities from pool of lenders – typically banks No intermediation. Supplier TMS and B2B platforms with extended Corporate-centric relationship management capabilities of FX and SCF applications 13 © 2012 Ariba, Inc. All rights reserved.
  • 14. The Portfolio of SCF Instruments (tomorrow) • Accounts Payable-centric Approved payables finance based on supplier invoices Early supplier payments using Buyer‟s liquidity • Accounts Receivable-centric Receivables finance, factoring and invoice discounting • Inventory-centric and “pre-shipment” Purchase Order-based finance and Inventory finance 14 © 2012 Ariba, Inc. All rights reserved.
  • 15. MC Early Pay Discount Programs James Tucker Global Director Finance Solutions, Ariba © 2012 Ariba, Inc. All rights reserved.
  • 16. Early Payment Discount Strategy 35% 16 © 2012 Ariba, Inc. All rights reserved.
  • 17. Discount Benchmarks “ 2-for-1 $2 Million in discount savings for DISCOUNTS every $1 Billion in discountable spend Key Performance Indicator (KPI) Laggards Average Innovators Discountable spend 10% 20% 30% Discount Rate (eg. 2% 10 Net 30) 1% 2% 2.5% Annualized Percentage Rate (APR) 36% 36% 36% Percentage of discounts captured (A) 15% 24% 31% (A) Aberdeen 17 © 2012 Ariba, Inc. All rights reserved.
  • 18. Process Benchmarks 60-80% cost take out – or about $1 million for PROCESS average to large Payables organizations (B) Key Performance Indicator (KPI) Laggards Average Innovators Invoice cycle time receipt-to-approve (P) 45 days 21 days 5 days (13 days EU) Invoices per FTE (H) 6,797 11,364 32,830 (8463 EU) Percentage of invoices with exceptions (A) 30% 17% 12% First pass match rate (H) 65% 70% 85% (59% EU) Percent of electronic invoices (H) 7% 25% 67% (9% EU) Inquiries per 10,000 Invoices (H) n/a 756 n/a (1091 EU) (P) PayStream Advisors (H) The Hackett Group (A) Aberdeen (B) Billentis 18 © 2012 Ariba, Inc. All rights reserved.
  • 19. Opportunities to Maximize Discount Capture Success 3% Example discount term: “ Our goal last year was to achieve 60 percent of addressable invoices for early payment discounts with “ 2%10 Net 30 Ariba and we surpassed that. Discount Rate 2% Reduce Invoice Approval Process Paper Invoice Cycle Time Approvals e-Invoice 1% http://youtu.be/GKXkXYaXNSM 10 30 60 20 Days Source: Dynamic Discount Management: Finding the “Treasure” in Treasury, PayStream Advisors, 2012 19 © 2012 Ariba, Inc. All rights reserved.
  • 20. Correlation between Supplier Collaboration with e-Invoicing and Discount Capture $1M 1,000 Vendors Enrolled in Early900 Payment Program Vendors Enrolled in Early Payment 800 Program 700 600 Vendors Participating $0.5M 300 200 Vendors Participating 100 $0M 0 In 2011, Republic grew their vendor participation in their Discount Program by nearly 500%, and realized savings of about $1M. 20 © 2012 Ariba, Inc. All rights reserved.
  • 21. Best Practice: Increase Discount Capture Capture Missed Discounts & Increase New Discounts 5x Ariba solutions capture 2-5x discount savings Enroll suppliers at enablement Engage right supplier audience Recent Aberdeen study shows 50% of pre-negotiated 3x Introduce sliding scale discount discounts are never captured Include net term invoices 2x 21 © 2012 Ariba, Inc. All rights reserved.
  • 22. E-Invoicing Identified as The Primary Enabler for Working Capital 22 © 2012 Ariba, Inc. All rights reserved.
  • 23. E-Invoicing: THE Business Driver for Strategic Savings E-Invoice considered THE document regarding working capital optimization (3-for-1) E-Invoice considered THE document regarding VAT reclaim (7-for-1) E-Invoice considered THE document regarding contract compliance (9-for-1) E-Invoice considered THE document to maximize discount capture (2-for-1) 23 © 2012 Ariba, Inc. All rights reserved.
  • 24. MC Invoice2Cash Supply Chain Finance Solution Jean-Cyril Schütterlé, Business Development Manager, B-Process © 2012 Ariba, Inc. All rights reserved.
  • 25. summary 1. Presentation of b-process 2. Supply Chain Finance, an original financing method 3. b-process’ contribution to Supply Chain Finance 4. The benefits 5. Implementation steps 25 © 2012 Ariba, Inc. All rights reserved.
  • 26. b-process b-process brings 11 years of Invoice Management experience in France and across the globe 130 people dedicated to e-invoicing 32K interconnected buyers and suppliers on the billManager ™platform Exchange over 40 million invoices worth over $80 billion in annual spend 24 countries where the solution is certified e-Invoicing VAT/tax compliant billManager BUYERS Legal e-Invoicing SUPPLIERS 26 © 2012 Ariba, Inc. All rights reserved.
  • 27. summary 1. Presentation of b-process 2. Supply Chain Finance, an original financing method 3. b-process’ contribution to Supply Chain Finance 4. The benefits 5. Implementation steps 27 © 2012 Ariba, Inc. All rights reserved.
  • 28. What is Reverse Factoring? RF refers to a contract whereby : - a buyer - mandates one or several banks - to pay validated invoices before their due dates - to its suppliers - on their requests RF belongs to the wider family of Supply Chain Finance services 28 © 2012 Ariba, Inc. All rights reserved.
  • 29. A buyer mandates a bank to pay validated invoices before their due dates, to its suppliers, on their requests 1 2 3 The supplier requires some or all of its The buyer notifies the On due date, the buyer validated invoices to be invoice amount that he pays the financial paid before due date by will pay on due date institution a financing institution selected by the buyer 29 © 2012 Ariba, Inc. All rights reserved.
  • 30. Reverse Factoring : whom for? Major buyers Investment grade companies Able to quickly validate invoices Their Suppliers Banks SMB with a need for working capital finance Any financial institution with an Bigger Companies eager to do some „window- interest in trade finance dressing‟ 30 © 2012 Ariba, Inc. All rights reserved.
  • 31. Reverse Factoring : with which objectives? Client  Contribute to the development of his suppliers  Optimize its administrative organization  Generate additional incomes Suppliers Financial partner  Have access to a funding source easily  Limit the risk accessible to advantageous rates  Maintain margins  Consolidate relation with buyers 31 © 2012 Ariba, Inc. All rights reserved.
  • 32. Reverse Factoring : a financial mechanism that benefits all parties Savings for the supplier Part of the benefits transferred Financial costs supported by the to the buyer supplier Improved Financial costs return for supported by the supplier the bank Financial costs supported by the buyer Usual short term Reverse Factoring Usual short term buyer financing supplier financing 32 © 2012 Ariba, Inc. All rights reserved.
  • 33. summary 1. Presentation of b-process 2. Supply Chain Finance, an original financing method 3. b-process’ contribution to Supply Chain Finance 4. The benefits 5. Implementation steps 33 © 2012 Ariba, Inc. All rights reserved.
  • 34. Invoice2Cash®, the collaborative platform that the Supply Chain Finance lacked Without Invoice2Cash® With Invoice2Cash® No collaborative platform or bank-owned SaaS application that centralizes all information platform disconnected from the invoicing connected to the enrollment, implementation systems and follow up of the funding program Tedious Marketing Facilitated affiliation Information difficult to access Maximum visibility Slowed transactions Fastened information transfer 34 © 2012 Ariba, Inc. All rights reserved.
  • 35. Reverse Factoring : Maximize benefits with e-invoicing Without e-invoicing Jours 5 10 20 30 40 50 60 Days Potential financing Timeframe Time gain Jours 5 10 20 30 40 50 60 Days Potential financing Timeframe With e-invoicing 35 © 2012 Ariba, Inc. All rights reserved.
  • 36. Invoice2CASH® : Pattern 1. Invoicing data is uploaded on the Invoice2Cash platform either from your ERP or our e-invoicing tool 2. As soon as invoices are approved and the associated credit notes are taken into account, you immediately send your corresponding payment slips to Invoice2CASH® 3. The Invoice2CASH® platform calculates and presents to each affiliated supplier the amounts available for financing and the associated financial fees 4. Your suppliers freely carry out their financing requests according to their cash requirements 5. Invoice2CASH® sends the financing requirements to the third-party financial institution 6. The financial institution, after internal checks, sends the funds to the supplier 7. You pay the invoices to the financial institution at the initial due date, 8. The financial institution pays you a share of the interest charged to the suppliers in accordance to your previously negotiated conditions with him. 36 © 2012 Ariba, Inc. All rights reserved.
  • 37. Some „Invoice2Cash‟ Screenshots 37 © 2012 Ariba, Inc. All rights reserved.
  • 38. summary 1. Presentation of b-process 2. Supply Chain Finance, an original financing method 3. b-process’ contribution to Supply Chain Finance 4. The benefits 5. Implementation steps 38 © 2012 Ariba, Inc. All rights reserved.
  • 39. Why should you start a Reverse Factoring program (Buyer side benefits) ?  Secure your suppliers with no impact on your working capital  You provide them an opportunity of risk-free and cheap funding  You settle your invoices at the same date  Have a new negotiation leverage on your suppliers  You give them access to a service that few or none of their other clients can offer  Centralize and automate your payments management  You pay the financial institution on the whole  The platform handles the banking logins and prepares the payment orders  Generate additional incomes  The financier remunerates himself with the supplier at a higher rate than the one you would have  Your receive part of that extra interest perceived by the financier  Promote the deployment of e-invoicing  You increase the benefits that the suppliers can gain with your project 39 © 2012 Ariba, Inc. All rights reserved.
  • 40. summary 1. Presentation of b-process 2. Supply Chain Finance, an original financing method 3. b-process’ contribution to Supply Chain Finance 4. The benefits 5. Implementation steps 40 © 2012 Ariba, Inc. All rights reserved.
  • 41. A Supply Chain Finance program can be carried out in a few simple steps Selection of the Segmentation Suppliers 1 Financial aspects financial of the supplier enrollment institution(s) portfolio Financing Service Framework contract 2 Legal aspects contract with b- agreement with supplier- process the financial financier institution Connection to Connection to Configuration of 3 Technical aspects the ERP the financier user access (PS & Transfer order) Support b-process : feasibility study, determining specifications 41 © 2012 Ariba, Inc. All rights reserved.
  • 42. Your contacts Sales Jean-Cyril SCHUTTERLE Business Development Director Phone : +33 (0)1 55 50 48 48 E-mail : jcschutterle@b-process.com Pre-sales Cyril BROUTIN In charge of the RF / SCF offer Phone : +33 (0)1 55 50 46 21 E-mail : cbroutin@b-process.com b-process an Ariba company 4 rue de Ventadour - 75001 Paris, France Phone: +33 (0)1 55 50 48 48 Fax: +33 (0)1 55 50 48 49 E-mail : info@b-process.com www.b-process.com 42 © 2012 Ariba, Inc. All rights reserved.
  • 43. James Tucker Global Director Solution Marketing Q&A Ariba Ariba Network & Finance Management +1.650.390.1702 jtucker@ariba.com Procure-to-Pay Network Order-to-Cash Manage Cash Better What this new Smart Invoicing infographic has to say http://www.ariba.com/solutions/manage-cash.cfm may surprise you. Take a look. Manage Cash http://www.ariba.com/pdf/SmartInvoicing-Ariba.pdf Wednesday, May 30 (14:30-15:45) Mare Nostrum F Smart Invoicing: Move Beyond Scanning to Achieve Paperless Invoice Processing Wednesday, May 30 (16:00-17:15) Mare Nostrum F The Big Finance Payoff: Top Performance Metrics and How to Achieve Them Wednesday, May 30 (17:30-18:45) Mare Nostrum F e-Invoicing VAT Compliance Workshop: A Legislative Framework for Electronic Invoices Thursday, May 31 (10:00-11:15) Llevant Managing Cash Better in an Era of Limited Growth Thursday, May 31 (11:45-1:00) Llevant Streamlining Your Accounts Receivables with Outbound Invoicing 43 © 2012 Ariba, Inc. All rights reserved.
  • 44. Share This Session…NOW…from your mobile! • All presentations are posted: Guidebook mobile app – Search Apple or Android app store for Guidebook – Enter code “collabor8” Or at Slideshare.net/Ariba • Share via email or social media **Come back soon – we are syncing #AribaLIVE audio and video interviews to the presentations** 44 © 2012 Ariba, Inc. All rights reserved.

Hinweis der Redaktion

  1. Managing Cash Better in an Era of Limited GrowthEnlightened finance and procurement professionals can help optimize cash use and working capital. Join this panel of experts and hear about the latest strategies for extending payables, accelerating receivables, maximizing discount capture for high-yield, risk-free returns on cash reserves and using third parties for financing your supply chain. Attendees will hear about Ariba Discount Professional and b-process's new reverse factoring solution, Invoice2CASH®, and leave with the tools necessary to manage cash better in today's networked economy.
  2. enterprises see the benefits that the combination of cloud computing, enterprise apps, mobile and community can bring to their business…CFO Magazine study of global finance executives: View using Networked technologies to better discover, connect, and collaborate with their customers, suppliers, banks, and other trading partners as a top priority for agility and growth.CIO Magazine study found IT executives prioritizing investments to improve external collaboration.Research from Harvard Business Review points to inter-enterprise collaboration as THE key competitive competence going forward.McKinsey’s study on the impact of the Networked Enterprise found Networked Businesses outpace their less Networked peers in nearly every category of business performance…by a wide margin.Sources: CIO: "Increasing the Value of ERP with Cloud-Based Business Commerce Solutions," July 11, 2011CFO Research Services: "The New Deals: Why Companies Are Deepening their Alliances with Customers, Suppliers and Bankers in a Post-Recession Economy, ” April 2011.
  3. As Europe moves into a period of recovery and revenue growth, the issue at question is whether the changes made are sustainable and whether companies are truly creating a “cash culture.” Although 60 percent of the companies featured in the survey improved their working capital in the past year, only 5 percent of companies have achieved upper-quartile performance within their industry and have managed to improve in all three working capital elements over a five-year period. So what can companies and CFOs do to ensure ongoing focus and sustainability?So what can companies and CFOs do to ensure ongoing focus and sustainability?Measurement and accountability: Establishing a good measuring system is critical – one that aligns measurement with accountability, reflecting and balancing all elements. However, such a system should not exist just at the top level but throughout the entire organisation.Incentives: The idea of an incentives plan sounds easy, but it is actually very hard for organisations to implement one. The elements driving behaviour of the company’s revenue, profit and cash must be balanced not only at management level but across process owners and sales teams.Organisational alignment and collaboration: It is critical to replace the perception that working capital is just a finance issue with an understanding that working capital comes from an amalgamation of cross-functional policies and processes. Further, companies must balance objectives, margin, cash and sales as well as ensure pricing (for example the discount-terms trade-off) are properly understood and managed. The organisation that succeeds will create structure through in-company committees that help to build awareness and promote best practice policies and processes.
  4. The index is based on a survey of approximately 900 US trade credit managers in the second half of each month, with about equal representation between the manufacturing and service sectors. The survey asks respondents to comment on whether they are seeing improvement, deterioration or no change for various favorable and unfavorable factors.A resulting CMI number of more than 50 indicates an economy in expansion; less than 50 indicates contraction.
  5. Enrico’s slide
  6. This overall strategy can increase your discount savings 2-5x what you are earning today. Many companies have some level of prenegotiated early pay discounts typically with less than 5% of their supplier base. And due to inefficient, paper-based invoice processing, most companies capture less than half of the discount savings available to them.  By implementing electronic invoicing with approval workflow, companies are able to approve invoices in 5 days or less and therefore able to capture about 2x what they are today with their existing opportunities.  Companies, like Republic Services, are leveraging Ariba’s cloud-technology and best-practice services to increase their savings 3-5x what they previously captured by increasing the number of suppliers participating in their discount programs during the enrollment process, and introducing sliding scale or dynamic discounts to capture discounts on targeted hurdle rates aligning the buyer’s and the seller’s objectives (i.e. bottom line savings / getting paid faster). Ariba Discount Professional provides buyers and suppliers the visibility and control they need to manage cash better with the Ariba Network by connecting you to nearly 1 million trading partners, many of whom you are already doing business with and many of whom are looking for improved cash flow. Ariba also assigns a customer management executive who helps measure your success against the stated objectives for continuous performance measurement and program adjustments.  The result is an increase of 3x-5x in your early payment discount savings, earning you an APR of 10-30% while providing needed liquidity to your suppliers. This is the “treasure” in treasury.
  7. Located in France with capabilities and support on six continents B-process adds 130 experts dedicated to Ariba’s electronic invoicing business, Companies like Eurocopter, L’Oréal, Total, Carrefour, and 32K others exchange invoices over the B-process platform processing over $80 billion in spend annuallyThese customers are also confident that their e-Invoicing solution is VAT/tax compliant in 24 countries. [click] to next slide --