Charles Fergusson of Fonterra Co-Operative Group and Raj Rao and Ian Robertson of Zuellig Pharma discussed their companies' implementations of SAP Ariba solutions. Fonterra implemented Ariba's collaborative sourcing and procurement content modules, going live in June 2016. Zuellig Pharma rolled out Ariba spend visibility and sourcing across its markets in July 2016 and is implementing procure-to-pay in the Philippines in September 2016, with plans to extend the solution to other markets. Both companies aim to realize savings, improve processes, and gain visibility through their Ariba implementations.

1. Charles Fergusson, GM – Ariba Programme, Fonterra Co-Operative Group
Raj Rao, Vice President, Procurement, Zuellig Pharma, Singapore
Ian Robertson, Senior Director, Finance Value Realization, Zuellig Pharma, Manila Philippines / August 31, 2016
SAP Ariba Implementation Experiences
Customer Panel
Public

2. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 2Public
Agenda
Fonterra Co-Operative Group Limited
 Charles Fergusson, GM, Ariba Programme
Zuellig Pharma
 Raj Rao, Vice President, Procurement, Zuellig Pharma, Singapore
 Ian Robertson, Senior Director, Finance Value Realization, Zuellig Pharma, Manila Philippines

3. Fonterra Co-Operative Group Limited
Charles Fergusson, GM, Ariba Programme

4. We are a global dairy nutrition company. Owned by
10,500 farmers and their families, we are united by a
fundamental belief in the power of dairy to make a
difference. With a can-do attitude and a collaborative
spirit, we are a world-leading dairy exporter –
shaping the industry in quality and innovation. We
share the goodness of dairy nutrition with the world
through our brands, farming and processing
operations across four continents.
About Fonterra Co-Operative Group Limited
Profile
Brands
Company Overview

5. Solution Overview
Sourcing
Contract
Terms
Spend
Visibility
Contract
Mgmt.
Savings Pipeline Tracking
Vendor Management
Catalogue
Purchase
Order
Receipt InvoiceSourcing
CLID/
ACC
Spend
Visibility
Contract
Mgmt.
Savings Pipeline Tracking
Vendor Management
M M
P M
F I
Invoice
Capture
Scenario 1 – Strategic Procurement
Scenario 2 – MRP (Direct)
Scenario 3 – Work Orders (Direct)
Scenario 4 – Indirect Purchasing
The Ariba Network

6. Project Timelines
Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Collaborative Sourcing (Global)
Jan
Ariba Procurement Content (ERP 1)
Feb Mar Apr MayJan
2016 2017
Procure to Order (ERP 1)
P2P / Invoice Pro / Strategic Payables (ERP 1)
Network Automation (ERP 1)
APC / P2P / Network / Invoice Pro (ERP 2)
Collaborative Sourcing
Go-Live
7th June 2016
APC / Procure-to-Order
Go-Live
26th Sept. 2016
Network / Invoicing
Solutions
March 2017
Full Suite Rollout
ERP 2
May 2017
Extend to P2P /
Invoice Pro

7. Project Objectives
Procure to Order  Procure-to-Pay/Invoicing
Reduce Contract Leakage.
Prove Benefit Realised.
Value Generation / Sourcing Competition.
Improve Procurement Data Quality.
Address Audit’s ‘Vulnerable’ Rating.
Improve Vendor Performance (VRM).
Embed Procurement Operating Practices.
Reduce Invoice Leakage
Timely Accounts Reconciliation
Simplify & Standardise Accounts Payable
Process
Automate Invoice Processing: to achieve
’80%+ zero touch” invoice processing.
Operational Reporting / Dashboards
Management Reporting / Dashboards
Scalability - to potentially have other
geographical location to be on Ariba
Network, e.g. Corp China.

8. Thank you
Contact information:
Charles Fergusson
GM – Ariba Programme
Fonterra Co-Operative Group

9. Zuellig Pharma
Raj Rao, Vice President, Procurement, Zuellig Pharma, Singapore
Ian Robertson, Senior Director, Finance Value Realization, Zuellig Pharma, Manila Philippines

10. © Zuellig Pharma.
All Rights Reserved.
29 Aug 2016

11. © Zuellig Pharma. All Rights Reserved. 11MEDIUM RISK.
MITIGATON PLAN ARE IN PLACE AND EFFECITIVE.
Raj acts as the Strategic and Operational head of Procurement for Zuellig
Pharma. Leading the creation of the regional and local procurement functions,
he has developed the organizational design, initiated the development of
harmonized processes and sponsors the implementation of Ariba tools to drive
improvements across Zuellig Pharma’s procurement processes.
Raj joined Zuellig Pharma in 2015, bringing with him the experience he gained
as the Regional Director of Procurement for Coca-Cola’s wholly owned bottling
companies.
Raj is Canadian, and is based in Singapore.
Raj Rao, VP Procurement, Zuellig
Pharma Holdings Pte. Ltd.

12. © Zuellig Pharma. All Rights Reserved. 12MEDIUM RISK.
MITIGATON PLAN ARE IN PLACE AND EFFECITIVE.
Ian leads Zuellig Pharma’s program of Finance stream business
transformation projects.
As a co-sponsor of the Ariba project, Ian has been instrumental in providing
guidance and direction in designing the Ariba Global Template which can be
extended to different markets rollouts in future.
Ian joined Zuellig Pharma in 2015, leveraging experienced gained in EMEA
Finance, IT and Operations leadership roles with Arrow Electronics, Sony,
Whirlpool and Ernst & Young.
Ian is from United States, and is based in Philippines.
Ian Robertson, Senior Director Finance
Value Realization, Zuellig Pharma Asia
Pacific Ltd. Phils., ROHQ

13. © Zuellig Pharma. All Rights Reserved. 13
The Leading Healthcare Distributor in the Region
Established in 1922, Zuellig Pharma is a privately
owned health care distributor business headquartered
in Hong Kong with the regional presence in 13
countries in APAC region. Our services include:
 Clinical Reach
 Community Pharmacies
 Distribution Solutions
 Patient and Payor Services
 Sales and Marketing
In Philippines, our entities include:
 Zuellig Pharma Corporation
 Metro Drug Inc.
 Zuellig Pharma Asia Pacific Ltd. Phils. ROHQ
Entities worldwide

14. © Zuellig Pharma. All Rights Reserved. 14
Ariba Sourcing:
Zuellig Pharma went live on the Ariba Sourcing platform for all their markets during July 2016.
Procurement operations in the Philippines were the first to adopt and run sourcing events on the
platform. Currently Zuellig Pharma is prioritizing the sourcing opportunities in all other markets in
order to realize savings via the Ariba Network.
Ariba Spend Visibility:
Objective of the Spend Visibility rollout is to have all indirect spend of Zuellig Pharma to be captured
and reported through Ariba.
Phase 1, capturing all indirect spend recorded in SAP in 2015 and 2016, is targeted go-live in early
September.
Phase two of the rollout will be extended to non-SAP captured data.

15. © Zuellig Pharma. All Rights Reserved. 15
Ariba Procure-to-Pay:
Zuellig Pharma is currently in the final stages of implementing the Ariba Procure-to-Pay platform for
three entities in the Philippines. All three entities are actively driving efficiency using Ariba Procure-
to-Pay by deploying a lean and standardized process for procurement globally.
The aim of the initial rollout is to establish a global template which other markets can easily adopt.
Objective of this transformation is targeted to improve in below areas:
• Process Control
• Process Efficiency
• Compliance
• Visibility
Expected timeline to go-live for Philippines market is early September

16. © Zuellig Pharma. All Rights Reserved. 16
2016 2017
Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Phase-2
SG/BN & MY
Phase-3
MO, HK & TW
Phase-4 (Non-SAP)
(KR & ID)1
SAP Co-Phase
VN & TH
HK live on SAP TH live on SAP VN & CO live on SAP
Phase 1 Phase 2 Phase 3 SAP Co-Phase Phase 4(Non-SAP)
Philippines (PH) Singapore (SG) &
Brunei (BN)
Hong Kong (HK) &
Macau (MO)
Vietnam (VN) Korea (KR) on SDS
system
Malaysia (MY) Taiwan (TW) Thailand (TH) Indonesia (ID)
Standalone SAP
Phase-1
PH
Go-Live

17. © Zuellig Pharma. All Rights Reserved. 17

18. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 18Public
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