Keynote Presentation by Luc Dewinter & Rutger Frissaer of the Procurement & Finance track on the SAP Innovate or Die Event. Leuven, 18 June 2014

1. Ariba Supplier Network
Staples : from cost to value creation
June 18 th, 2014
Luc Dewinter, Sr. Business Development Manager
Rutger Frissaer, E-Business Consultant

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It all started with a ribbon…
Staples founder:
Tom Stemberg
Staples founder:
Tom Stemberg
First office superstoreFirst office superstore RevolutionRevolution

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Staples today
• Staples is the world’s premier office
products company.
• We’re committed to making it easy for
our customers around the globe to
buy a wide range of office products,
including supplies, technology,
furniture, and business services.
• With billions in sales, Staples serves
businesses of all sizes and
consumers in 26 countries throughout
North and South America, Europe,
Asia and Australia.

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Our vision

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Our Product Offering – Your Single Source
• Office Supplies (e.g. writing instruments, desk
accessories, diaries and sticky notes)
• Paper (e.g. A4 80grams, colored premium for laser
and inkjet printing and envelopes)
• IT Consumables (e.g. computer
products and ink & toner cartridges)
• IT Peripherals (e.g. tablets, computer
accessories, memory cards, etc…)
• Facility Products (e.g. cleaning and
hygiene products/break room/safety supplies)
• Business Interiors (a single chair or
a large project-managed installations)
• Print Management (business cards, letterheads,
envelopes)

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Our brand promise

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Global Coverage
Argentina
Australia
Austria
Belgium
Brazil
Bulgaria*
Canada
Russia*
Singapore*
Slovakia*
Slovenia*
Spain
Sweden
Switzerland*
China
Costa Rica*
Czech Republic*
Denmark
Finland
France
Germany
Hong Kong*
Hungary
India
Ireland
Italy
Luxembourg
Malaysia*
Mexico*
The Netherlands
New Zealand
Norway
Poland
Portugal
Puerto Rico*
Taiwan
Turkey*
United Kingdom
United States

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Our value creation
Total lowest delivered cost
•Hard savings through combining purchasing power
and product substitutions
•Process cost savings
o E-commerce ordering
o Ordering behavior
o Consolidation of ordering, delivery, invoicing
o Control of ordering
(multiple subcategories)
o Stock optimisation
•Office Products costs < 2% of the total costs of
products and services procured
15% stock value
30% product price
55% process costs

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Staples eBusiness expertise
• Expert in e-Commerce
- N°1 in online business after Amazon
- N°1 in B2B online business
- Several solutions : from Internet ordering
to Connectivity (SAP, Ariba, etc.)
-One “look & feel” for all locations
• We process millions of orders a year through the Internet, so
we know how to make ordering office products easy
• Staples Webshop serves over 365.000 registered accounts with
more than half a million users
• Staples Advantage has eBusiness expertise in every country

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Staples eBusiness figures
Belgium
80% of all orders are processed electronically
6% or 1,5 M€ is processed via Ariba
Staples Belgium is active on ASN since 2003.
We currently have 15 transacting relationships.
Global
Over 60% of global sales is processed electronically.
195 transacting relationships on ASN
+ 3.5 M transactions and counting via ASN since start
= 760M$ transaction spent via ASN

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Ariba implementation
Fast Implementation / Easy setup
We target a go-live of a full roundtrip within 1 month

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Ariba / punch out / e-invoice
ERP
- vendor data
- G/L data
enrich
requisition to
Purchase
Order
generate PO
and transmit
receive and
process
ERP
- vendor data
- G/L data
enrich
requisition to
Purchase
Order
generate PO
and transmit
receive and
process
Ariba
Buyer
Frontend
- account data
- user data
- ship to data
- bill to data
Ariba
Buyer
Frontend
- account data
- user data
- ship to data
- bill to data
CatalogueLayer
CountriesCountries SolutionSolution BackendBackend
PurchaseOrder
Layer
E-Invoice
Layer
ICC
Seeburger
(Middleware)
ICC
Seeburger
(Middleware)
Ariba ASN
(Middleware)
Ariba ASN
(Middleware)
EuropeEurope
Country ERP
- account data
- Stock data
- prices
- assortment
E2C
- Item content
receive and
process
generate
Response(s)
and transmit
Country ERP
- account data
- Stock data
- prices
- assortment
E2C
- Item content
receive and
process
generate
Response(s)
and transmit
Punchout Setup
Request
Transactionss/
Messagess
Purchase Order
Country
ERP
generate
invoice
Country
ERP
generate
invoice
ICC
Seeburger
(Middleware)
ICC
Seeburger
(Middleware)
ARIBA ASN
(Middleware)
ARIBA ASN
(Middleware)
Finance
receive and
process
Finance
receive and
process
E-Invoice
Order Response /
Dispatch Advise
STAPLESSTAPLES CUSTOMERCUSTOMER
VIEWORDERPAYDEL.
Webshop
Frontend
- product
information
-Item content
Webshop
Frontend
- product
information
-Item content
create
basket
final
basket
send
send
send
send
sendsend
info
send send send
send send send
send
request
ship order deliver order
Basket transmission
e.g. Product and price
data
Red: implementation effort = punchoutOrange: potential implementation effort

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The supplier console
Online Tool to manage incoming, outgoing messsages, request reporting,
setup customer catalogs, etc…

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The supplier console
Purchase orders overview

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The supplier console
Sent Invoice overview

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The supplier console
Catalog overview
CIF or Punchout Catalogs

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The Administration Console
Easy way to manage your relationships.

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Example : Staples customer start using ASN
• Spent with Staples (Pharma sector)
- 2012 : 750 € per month
- 2013 : bonding phase after ASN introduction : 2000 € per month
- 2014 : maturing phase 4000 € per month
- 2015 : adding additonal sites using same ASN catalog
• Average Order Value
- 2012 : 109 € (35% of orders < 50 €)
- 2013 : 196 € ( 9% of orders < 50 €)
- 2014 : 225 € ( 6% of orders < 50 €)
• Conclusion : ASN is decreasing indirect costs : less transactions,
less delivery, manual PO’s replaced by e-po’s

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Thank you – Q&A
All your business needs to succeed