What are the options for sellers and buyers collaborating on catalog content? Join a panel of leading sellers and buyers as they discuss their catalog strategies and preference for hosted CIF versus PunchOut catalogs. Learn how leading sellers use the Ariba Network to drive exposure of their product content to procurement organizations and individuals at their key accounts, while leading procurement organizations use online catalogs to drive up compliance to contract terms and to improve the user experience.

1. SELL – Best Practices in Catalog Strategies
Simeon Chiger – MSC Industrial Supply Co.
Eddison J. Moreno, Hewlett Packard Enterprise / March 15, 2016
Public

2. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 10Public
Today’s presenters
Simeon Chiger
Director, eProcurement
Eddison J. Moreno
B2B Integration Specialist
Carla Fiore
Field eCommerce Manager,
Digital Customer Experience, Ricoh Americas Corporation

3. Simeon Chiger, Director, eProcurement
Best Practices in Catalog Strategies:
The Data Disconnect
@SChiger24

4. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 12Public
Data Accuracy
COMPLIANCE
Data Governance
AutomationNo-Touch
Efficient
Productive
Cost
Savings
PO failures
Invoice rejections
RISK
Growing
DSO
Limited ROI
ACCOUNTABILITY
Decentralized
Increased TCO
Visibility
DATA DISCONNECT

5. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 13Public
Failed
transactions
Increased
TCO
Getting
paid
Adoption rate
How many have challenges with…

6. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 14Public
Promise vs. reality….the data disconnect
PunchOut (hosted catalog)
Storeroom / ERP
Purchase
order
Purchase
orders
Purchase
orders
Purchase
order
BUYERS SELLERS
• Growing DSO
• Higher
cost-to-serve
• Negative
reputation
• Lower cost-
to-serve
• Efficient
• On-time &
accurate payments
• Automation
• Accuracy
• Compliance
• Reduced PPV
& TCO
• Inaccurate
• Payment
delays
• Lack of data
governance
• Lack of
compliance
Confirmations
Invoices
Confirmations
Invoices
Invoices
Confirmations
Invoices
Confirmations
P2P
Enablers
P2P
Enablers

7. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 15Public
$2.9B
in fiscal 2015 revenue
1.1M
industrial products
99%
next-day delivery on
qualified orders
#35
Global 500
ecommerce engine
3,000+
Suppliers
16+
years of
eProcurement expertise
57%
of sales
via eCommerce
1,000+
eProcurement
customers
Harrisburg, PA – 637K sq. ft.
Columbus, OH – 400K sq. ft.
Elkhart, IN – 528K sq. ft.
Atlanta, GA – 721K sq. ft.
Reno, NV – 419K sq. ft.
MSC Fulfillment Centers
www.mscdirect.com

8. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 16Public
Data governance
Automation rate
DSO
Automationrate
DSO
65
30
35
40
60
50
55
45
80%
30%
40%
60%
50%
70%
Q1’14 Q2’14 Q3’14 Q4’14 Q1’15 Q4’15Q2’15 Q3’15

9. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 17Public
Increased
supply
chain cost
>$1M
Higher price for
non-contract
SKU’s by
50%
Compliance accountability

10. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 18Public
Reduce cost
through analytics by 25%
Continual improvement

11. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 19Public
P2P Prerequisite
Data
governance
Compliance
accountability
Continual
improvement
• Lead with PunchOut
• Data…..business owns
it not IT
• Focus on 80/20
• Synchronize
• Data accuracy is
foundational
• Maintenance
• Continuous focus
• Beyond the transaction
• Employ data analytics
• Consolidate across the
enterprise

12. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 20Public
Key Takeaways
Continual improvement
Sellers
• Discovery / scope
• Synchronize data
• Process for inaccurate orders
• Collaboration is KEY!
Buyers
• Establish clear goals & owners
• Accurate data is a MUST!
• PunchOut drives compliance
• Change management
• Rome wasn’t built
in a day…..

13. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 21Public
Summary
Develop
and execute
governance plan
Drive
organizational
compliance
Evolve
and improve
solution

14. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 22Public
Thank you Contact information:
Simeon Chiger,
Director, eProcurement
Email: chigers@mscdirect.com
Phone: (o) 516-812-1417,
(c) 516-428-1539
Twitter: @SChiger24

15. Hewlett Packard Enterprise
Eddison J. Moreno, B2B Integration Specialist

16. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 24Public
Company overview

17. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 25Public
What we do
We help customers to turn ideas into
value. We provide the technology and
solutions to help them succeed.

18. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 26Public
Current state
Working relationship
15 yearsof over across the globe
80
More than
ANIDs 140
customers
170,000POs
More than
137,000invoices
— and —
Currently using the Ariba® Network and the AribaPayTM
solution

19. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 27Public
Worldwide catalog challenges
27
17 17 17
15
14
1
0
5
10
15
20
25
30
Ordering
system
slow
Products
inaccurate/
missing
Not updated
as expected
Product info
unclear/
insufficient
UI not
intuitive/
confusing
Wrong
prices
Configuring
product was
difficult

20. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 28Public
Customer feedback
Online &
Catalog Config
Price &
Deal Reg
QuoteQuick quote
‒ Self Service Quoting
Capabilities
Effortless online experience
‒ Catalog consistency across
the globe
‒ Enhanced B2B Purchasing
Make it easier to find product &
solution offerings
‒ Reduce the complexity of configuring /
selecting products.
‒ Determine Pre-Built Product Offerings
1 2
4 3 Best price & a simple process to
register deals
‒ Deal creation and approval
optimization

21. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 29Public
Catalog strategies – before
Regional configurations
Products customized according to
local requirements
Lead team
In charge of managing
the global offering
Regional processes / tools
Different processes and tools in
each region
Regional teams
In charge of updating the catalogs
according to the requests sent by
the lead region

22. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 30Public
Catalog strategies – today
Global configurations
Products shared across regions
that can be easily customized
Global team
Regional teams
In charge of specific local
requirements
In charge of the catalog
Global processes / tools
Standard processes for all regions
Tools capable of supporting the
complexity of our business

23. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 31Public
Business results
in catalog refresh process
72%time reduction
5
Catalog quality improved
80%to 98.7%from
Publication gaps between
catalogs reduced from
0working
days

24. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 32Public
Recommendations
 Listen to your customer’s needs
 Prioritize catalog quality and consistency
 Standardize your processes. Make things easier, faster, stable and reliable

25. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 33Public
Future with SAP Ariba
Implementation of
Level 2 PunchOut
Implementation of
cXML 2.0

26. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 34Public
Thank you Contact information:
Eddison J. Moreno,
B2B Integration Specialist
Email: eddison.moreno@hpe.com
Phone: (m) +57-310-2588759
Twitter: @eddisonmoreno

27. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 35Public
Please complete session survey
Locate Session Click Surveys Button Select Breakout Survey Rate Session