Leading sellers are using B2B e-commerce to automate their business collaborations with customers. E-commerce enables them to reduce costs associated with manual document keying, to drive up customer satisfaction through faster, more accurate response rates to customer purchase orders, and to achieve cleaner, more accurate invoices. Join this panel of leading sellers as they discuss when and how suppliers can leverage the different transactional and integration options available on the Ariba Network.

1. Sarah Trueman - B2B Systems & Project Manager, Complete Office Supplies
Shane Wisniewski - Corporate Applications Team Leader, Wesfarmers Industrial & Safety
Xavier Etienne - Managing Director - Singapore/Malaysia, Lyreco / August 30, 2016
Using E-Commerce to Automate Your
Collaborative Business Transactions
Public

2. Using E-Commerce to
Automate Your
Collaborative Business
Transactions
Sarah Trueman
B2B Systems & Project Manager

3. Largest 100% Australian
Family Owned
3rd Largest Office Products
Supplier in Australia
40th Year of TradeFounded By Dominique Lyone
in 1976
350 + Staff Across
Australia
Support Staff &
Warehouses in Every State
6000+ Orders Processed
Everyday
All Products for the
modern office
In-House Built &
maintained ERP

4. B2B Systems & Project Manager
Sarah Truman is the B2B Integration Projects Manager at COS, where she focuses on large
corporate and government accounts. This position was created by COS two years ago to
manage the influx of large customer integration projects.

5. E-Commerce

6. Catalogue Evolution: 2004

7. • 150+ Customers accessing a
punch-out catalogue
• Customized User Experience
• 21,000 products
• User Friendly, Quick & Efficient
• 5,000 Product movements
per year
• 1-2 week setup
Catalogue Evolution: 2016

8. Purchase Order Integration
35% Of Orders Coming through PO Integration
(2,100 per day)
Savings of around $126,000 per day
High Transactional Category
Reduced Errors
Processed in Warehouse within minutes of receipt
2 weeks setup
PDF vs Electronic PO

9. Invoice Integration
• Investment/Testing
• Suitable for high transactional client
• Considerable savings for client
• 50 % of clients
• PDP Scanning
• Accounts Payable involvement

10. Challenges
Knowledge Change Management
& Communication
Time Frames –
Expectations
Whole Business
Engagement

11. Case Study
• Largest Sole Supplier Office Products Contract in Australia
• 14 Agencies, 8-week time frame & 4 different Integration Solutions
• Understanding of the clients ERP & requirements
• Communication/Change Management
• Project plans, skilled project team & responsibilities

12. Lessons Learned
• Realistic time frames
• Team work
• Communication
• User engagement
“Deciding what not to do is
as important as deciding
what to do.”
Steve Jobs

13. Recommendations
• Embrace E-Commerce
• Continue to learn more
• Continue to look at Change management processes
• Create catalogue innovations that create efficiencies

14. Sarah Trueman
B2B Systems & Project Manager
Complete Office Supplies (Australia)
Email: saraht@cos.net.au
Phone: +6141 596 7564
Linked In: sarahmtrueman
Thank you

15. 15©2016 Wesfarmers Limited ABN 28 008 984 049
Shane Wisniewski
Applications & Development Team Leader
Wesfarmers Industrial and Safety

16. 16©2016 Wesfarmers Limited ABN 28 008 984 049
Overview
• Introduction
• Our Approach
• How we utilise SAP Ariba
• Challenges within IT
̶ Complexity of Systems and Processes & Removing it.
̶ Applying Project Management to Integration.
̶ Training.
• Best Practices & Lessons Learned

17. 17©2016 Wesfarmers Limited ABN 28 008 984 049
Introduction
• Applications & Development Team Leader
• Software Development & Business Intelligence Background
• Project Management & Team Leadership
About me:

18. 18©2016 Wesfarmers Limited ABN 28 008 984 049
WIS recognises the importance of
integrations, in order to become and
remain competitive
Our Approach
SAP Ariba solutions (Quadrem) have
always been a great channel to
maintain our presence and
competitiveness
Whilst integration with our customers is one of our top priorities, it can pose many challenges:
Responding to customer
demands (reactive) rather
than driven by WIS
(proactive)
Increasing complexity by
complying to our customer
demands
The knowledge gap with
customers and our WIS
businesses

19. 19©2016 Wesfarmers Limited ABN 28 008 984 049
How we utilise SAP Ariba solutions
Where it makes sense, push for
integration…
SAP Ariba (SAP) recommends
integration for suppliers with
300+ documents/year.
Apply a return on
investment calculation:
time spent on
manual entry errors =+ Project
justification

20. 20©2016 Wesfarmers Limited ABN 28 008 984 049
The WIS Octopus
EDI Support
OSN
WIS Direct
Buyers
Buyers
Buyers
Buyers Buyers
Complexity = Multiple Buyers on Multiple Channels
Challenges within IT

21. 21©2016 Wesfarmers Limited ABN 28 008 984 049
WIS ESB Portal
WEB Orders
IPO, ORS, ORC, OIN, ASN.
Search & Reprocess
PROCUREMENT
APPS
BizTalk
Customer-specific lookup
CrossReference
StaticRefValue
IPOTemp
POTracking
Outbound lookup: Filesorter
Postcode to
Branch l/up
IPO file
IPO file
IPO file
 Use BizTalk lookup tool (Excel)
for PO Tracking and other
Custom lookup tables
 Use ESB to search for order
received via B2Be and Web
Complexity = Multiple Processes & Systems
ERP
INV file
INV file
 Use 3rd party tools / services to
search for customer orders
 Web admin portal to search for
web accounts and web orders
Challenges within IT

22. 22©2016 Wesfarmers Limited ABN 28 008 984 049
How do we make our
e-commerce simpler?

23. 23©2016 Wesfarmers Limited ABN 28 008 984 049
Remove Direct Connections
Why are we here?
Utilising our
intermediaries will
assist with
transitioning systems.

24. 24©2016 Wesfarmers Limited ABN 28 008 984 049
• A Systems Perspective
• Building a more
sustainable platform
• Remove Unsupported
Software
• Faster On-boarding
Process
Reducing / Removing the Complexity

25. 25©2016 Wesfarmers Limited ABN 28 008 984 049
Project Management Approach
Define
Project Phases
Provide
Estimates
Engage
PMO on
larger projects
Hold
weekly scrums
Utilise
collaborative
tools
BRS Development User Acceptance Testing PROD Transition

26. 26©2016 Wesfarmers Limited ABN 28 008 984 049
Training
We have developed EDI training modules to support our employees
EDI Basics
An understanding of EDI,
its benefits & how it
works, case studies.
EDI Advanced
An overview of different
EDI integration methods
within WIS and an
introduction to the tools
and resources available.
EDI Support
In-depth details of major
customer integration
projects and guidelines in
supporting our current
production environments.

27. 27©2016 Wesfarmers Limited ABN 28 008 984 049
Best Practices
Implement a
“Readiness Assessment”
Treat every customer integration
as a project with a:
Business sponsor
Stakeholder engagement
Clear scope definition
Clear entry and exit point Have your internal customers
complete a survey…
Scope, size, complexity
for a
Suitable start and end time

28. 28©2016 Wesfarmers Limited ABN 28 008 984 049
Lessons Learned
Don’t think that we ever test enough
UAT must be owned by the business and not IT
What are/aren’t your core competencies.
Can you handle EDI development & projects?
Test
then
test again!
User
Acceptance
Testing
Clear
Strategic
Decision

29. 29©2016 Wesfarmers Limited ABN 28 008 984 049
Contact:
Shane Wisniewski
Applications & Development Team Leader
Wesfarmers Industrial and Safety
Australia
P: +61.405.834.496
E: Shane.Wisniewski@wisau.com.au
Linked in: https://www.linkedin.com/in/shane-wisniewski-5760aa22

30. Using E-Commerce to Automate Your
Collaborative Business Transactions
Xavier Etienne, SAP Ariba Live, Singapore, 30th of August

31. Xavier is the Managing Director of Lyreco Singapore & Malaysia. Lyreco
is a leading office supplies distributor worldwide and invests aggressively
in APAC zone where Xavier innovated and executed eBusiness as the
heart of the development strategy of Lyreco. Over the past 10 years,
Xavier works with businesses from big to small throughout Asia and has
the know-how of leveraging e-procurement solutions to optimize clients’
service experiences. Xavier is knowledgeable of the BtoB landscape in
the APAC region and excels in building teams to drive sustainable
business growth and client acquisition.

32. About Lyreco – Company Overview
WE SIMPLIFY YOUR LIFE AT WORK…WORLDWIDE
countries
42
Availability
99.4%
employees
10,000
Stocked
products
7,500
Boxes
everyday
230,000
vans and
drivers
1,700
orders/day
58,000 ISO 9001
ISO 14001
certifications
Group
turnover
2bn€
 B2B Office and Workplace
Supplies company
 + 5,000 product references in stock
 Next working day FREE delivery
 + 50.000 clients APAC

33. No need to manage multiple suppliers ?
Personal
Protective
Equipment
Office
Supplies
Furniture
Pantry
&
Cleaning Technology
Paper

34. Access to
catalogue
PO processing
PO
acknowledgement
Advanced
Shipment Notice
Invoice
Accountancy
eBusiness as part of Lyreco service offering
Our goal:
to organize, standardize and AUTOMATE
the majority of Procurement transactions for
customer EFFECTIVENESS and EFFICIENCY

35. Lyreco and SAP Ariba solutions
Customer
PO
ASN
INV.
ORD
RSP
Punch
out
ECAT
Partners
since year
2007
+100
top customers
connected
via SAP Ariba
solutions
>60,000
orders via
SAP Ariba
solutions in
2015
>60,000
orders
via SAP Ariba
solutions
in 2015
>3.5M€
turnover
via SAP Ariba
solutions in APAC
SAP Ariba solutions complement Lyreco technological
skills so we are able to offer customers an end-to-end
automated process.

36. Real cases and Best Practices
REAL CASES OUR APPROACH
 “Global Financial Services Firm
in more than 100 countries
based in NYC”, sending to Lyreco
more than 2.000 lines per month
 SMRT, large customer with a
personalized catalog
 PO integration is the solution in order to
assure no discrepancies between both
systems and be able to deliver in
24 hours (= no manual keying)
 Lyreco as a pilot supplier for an end-to-end
process: PunchOut, catalog, electronic
PO and invoices being developed (to be
deployed)

37. Best Practices and Results
BEST PRACTICES
 Understand customer process
perfectly — challenge when
necessary
 Simplify as much as possible
 Correctly define test scenarios
 Start from the beginning:
PunchOut  PO  invoice
CLIENT SAVINGS BASED IN:
 Minimum maintenance in e-catalogues: 90% of
electronic catalogues are PunchOut (on-line info)
 No discrepancies between what client ordered
and what is delivered: +500.000 yearly lines with
93,5% success being injected
 Online information about what will be delivered:
50% of our customers using this functionality
 Electronic matching in Ariba regarding invoices:
direct benefit for both, specially for clients.
Looking for the added value thanks to
automated transactions

38. Thank you!!!
Xavier Etienne
Managing Director
Xavier.etienne@lyreco.com

39. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 39Public
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