3 the magazine of global communication
Group strategy comes
“Production Packaging is our newest service, further increasing our commitment to
support Electronic Design and Production customers. This significant investment is part
of an ongoing program of new services we are developing to help our customers bring
new products to market quickly.”
Ian Mason - Group Chief Executive
> The ability to react quickly to new and
changing markets helps us remain competitive
in a growing global economy. As part of
our strategy implementation, we soon
realised the need to make items available
in industry-standard production packaging
for the small-batch production customer.
Our production packaging offer allows customers to order the
products they need in the quantities they want, packed ready
for placement directly into automated production equipment
- and all at competitive prices. The speedy delivery of this
project shows how effectively the business pulls together
to deliver the strategy. Initial concept to final roll-out took
just 24 weeks and included project definition, selecting the
product range, developing facilities for the bespoke packaging
in Corby and logistics design and system support on SAP.
The cross-functional project team included product
management, marketing, supply chain, e-commerce and
IS - from both Group and the MEM OpCos - with everyone
working together to get the offer up and running by the April
deadline. “Our product range, perfectly packed and priced,
clearly sets us up with a strong offer for our Electronic,
Design and Production customers,” said Kevin Thompson,
GM of Product Management. “And, as well as attracting
new business, we have a strong existing customer base
that has been waiting for us to provide this service.”
We are now proud to offer 40,000 products from over
150 leading manufacturers across our product range. All
are in stock and easy-to-order online - with each item
packaged and ready to be inserted automatically into the
production line. In addition to the new packaging options,
we have also added lower price breaks across the range for
larger order quantities, and reduced our existing prices.
The production packaging offer is available online in
France, Germany, Italy and the UK and we are now
focused on rolling this out across the rest of the Group.
RSNEWS] ISSUE 3
GROUP STRATEGY AND UPDATE
Following the announcement
of the year-end results, Ian
Mason, Group Chief Executive of
Electrocomponents plc, gives us an
update on the Group strategy.
>We’ve had a good year - the strategy is INTERESTING FACT
working and has delivered growth across the
Our e-Commerce websites get nearly
Group and a stable and profitable UK business. 4 million visitors per month and 150
million hits - that’s 56 hits per second
EBS has been implemented in Europe and Asia
Pacific, and we are now reaping the benefits and
reaching our targets for cost saving.
With a world-class infrastructure, we have a strong platform for
growth. We are now focusing on our fast-growing international
markets, particularly in Asia Pacific and China. Our global
e-Commerce platform means we can introduce
new products faster and more cheaply. And our new- By accelerating the development
generation web site offers a wide and regularly-updated
of our R&D and maintenance offer
product range which is actively promoted around the globe
- so it’s no surprise that e-Commerce sales are now almost and exploiting the full potential of
a third of Group revenue. e-Commerce, we will drive future
performance and increase our global
By developing our product range and strengthening our customer base
relationships with leading world-class suppliers, we are
expanding our customer base. We can supply our electronics
customers with the products they need in the packaging they want. These
packaging options have been introduced in the major markets of Europe and the
UK to attract those involved in prototyping and small-batch manufacturing. The
initial customer reaction is very encouraging and we are looking forward to rolling
out this offer across the Group.
There is great potential for expanding into new markets. Let’s share our ideas and
go for growth.
T H E M A G A Z I N E O F G L O B A L C O M M U N I C AT I O N
Since RS launched its
environmental policy in
October 2007, evidence Production
of growing greener has
across the Group.
RS grows - a success story for the Group
greener > Our40,000 strong product support range is truly
world-class and includes items from over 150
> ISO14001, an internationally leading manufacturers such as Tyco, Vishay, Osram,
recognised standard for establishing
an environmental management National Semiconductor, Murata and Microchip -
process, has been achieved by
many of the OpCos. The UK, Japan,
with all items held in stock for same-day dispatch.
Germany and Austria now hold this
standard, whilst Radiospares, Spain,
To increase our exposure and help us reach new markets
Benelux and the Oxford IMC aim
we began extensive marketing activity in May, placing
to achieve it in the next couple of
advertisements in all the major electronics publications,
years. Other initiatives have also
including those we have not previously used. The awareness
taken place. RS UK has eliminated
campaign, which clearly differentiates us from the
the use of desk bins for office waste
competition, capitalises on our core value of reliability - and
and introduced “recycling points”
adds that our components are now ‘perfectly packed and
throughout their business locations.
priced to meet your production needs.’ Further marketing
These have been colour coded for
includes dynamic online flash graphic campaigns that
ease of use - green for paper; blue
draw potential customers in with fun games; and we have
for aluminium cans and plastics; and
increased the number of search terms on Google so we
yellow for general waste.
now appear when customers are looking for production
As companies come under
increasing pressure to demonstrate
In June, we sent out 180,000 special catalogues to
their environmental responsibilities
our target market explaining the benefits of production
and commitments, we have looked
packaging and our competitive price structure. In our
at the RS paper catalogue. This gives
catalogue and on our website, products available in a
us a high profile across all markets,
production packaging option are now highlighted with a
so it’s important that it is produced
striking ‘P’ - which makes it easy for customers to order
responsibly from sustainable
and for us to do a live stock check online.
sources. Media Publishing has been
Customers are eager to do business with us and have
working closely with pulp suppliers
proven very responsive to our new product offering.
and printers for the last four years
In Germany, over 70% of accounts targeted have
to reduce the carbon footprint of our
expressed an interest in the offer, with the largest order
to date coming from IPG Laser Gmbh who, based on
Amazingly, while the number of
a successful trial order, have confirmed a scheduled
catalogues printed has increased
order commitment worth €44,000. In the UK, Datalink
by 8%, refinements in the grades
have confirmed a weekly £1,200 order schedule for their
of paper used and improvements
in the bindings have
“The early signs of customer interest and take-up are very promising,” commented Nick
meant the overall
Jefferies, Head of EEM. “This shows that production packaging meets the needs of our small-batch
weight has dropped
production customers by offering flexible, cost-effective solutions. We have invested significantly in
by 11%. This benefits
providing this packaging capability and creating a new pricing structure with reductions of up to 35%.
the business through
We are now focused on delivering this across the rest of the Group as quickly as possible.”
savings and reduced
emissions. From October 2008, all
our catalogues in Europe and Asia
will carry the Forestry Stewardship
Council (FSC) and Programme
for the Endorsement of Forest
Certification Schemes (PEFC)
certification marks, proving that
the pulp has been independently
certified as being sourced from
responsibly managed forests.
RSNEWS] ISSUE 3
The Electrocomponents Group
is key to success
> In today’s changing markets, many of our customers operate on an international basis,
with borders and frontiers nothing more than dotted lines on a map. Global sourcing,
supply and manufacturing cross these boundaries and it’s critical that each OpCo in the
Electrocomponents Group recognises the needs of our major strategic customers.
At the recent UK Sales & Marketing Conference,
a priority was to raise international awareness.
European colleagues from France, Spain,
Benelux and beyond joined the UK Sales &
Marketing teams in the historic City of York.
Topics covered included e-Commerce, facility
maintenance and the new visual identity. All
were delivered in high energy workshops.
The event culminated in an awards dinner
when the first international award recognising
the growing importance of best practise sharing ThE rUnnErS-UP EIrE, GErMAny AnD SCAnDInAvIA AnD ThE
WInnEr, rADIOSPArES, WITh KEvIn ThOMPSOn
and support between OpCos across the Group
was presented. The award was open to all eight during the EBS implementation and subsequent
European OpCos and the criteria included: benefits realisation. Didier Goguelin, GM of
the most direct support leading to an increase Radiospares was delighted. “We were very
in UK and Group Sales; operating without pleased with this award as it is the evidence
geographical boundaries in mind; and of the development of a group culture across
sharing best practice in the development of the the borders. It is very clear that today a deep
Runners up included Germany, Scandinavia
similarity exists between the two teams and the
contracts with EDF and Thales highlight this.” RS Germany creates
and Eire and the winners were Radiospares,
France. Laurent Telotte, Global and International
The feedback from the event has been very
positive. “We have exchanged a great deal of prize-winning ads
Customers Sales Manager, accepted the information and shared precious insights from
award on behalf of the team. The award was our local markets,” said Doug Goodwin, Head > Readers of Germany’s most important
presented by Kevin Thompson, GM of Product of UK Sales. “We are definitely strongest and EEM publication ‘Markt & Technik’ like RS
Management, who congratulated the French most successful when we work together. There Germany’s advertisements
team for the support they have delivered to the is a true spirit of international co-operation and so much they voted for them
UK and other Group companies, in particular we will continue building on this for the future.”
in a recent competition.
Spotlight on RS India
57 suppliers and distributors
submitted their entries and
awards were handed out in
three categories. RS Germany
won the award in the ‘best
> The sub-continent is one of the world’s largest emerging markets and presents RS India with a copyline’ category for their
phenomenal opportunity for expansion. Our target is to deliver annual growth of 40 to 50% and new “Invention” ad.
achieve a sales turnover of 1000 million Indian Rupees (£11.5 million) by the year 2011. This award provides
To ensure we can meet demand we have restructured key areas of our operations and are making valuable evidence that the
ongoing improvements across the company. When RS India started in 1994 (as a joint venture ads are doing their job.
between RS and the Controls and Switchgear Group of New Delhi) we had 15 staff. Today we have According to the jury the
a team of 90 people working across the country. This April we held our annual Sales Conference at language used is simple,
our New Delhi Head Office with the objective ‘To re-invent our leadership and sales effectiveness.’ technical and professional
Confidence in both the company and the country is high and sales are progressing well. and the message clearly
shows that RS is an expert
when it comes to doing business in
a globalised world. The ads are the first to be
implemented by an
OpCo, showing the
new RS brand identity.
The winning copyline
reads: ‘This is your
invention. It consists
of 257 parts. From
31 manufacturers in
6 countries. 1 call
and you can have
T H E M A G A Z I N E O F G L O B A L C O M M U N I C AT I O N
around the World…
Each month our network sends out
700,000 e-mails and receives over 900,000
- that’s a lot of communication!
RS Italy has winning stand at BIAS
> BIAS is the most prestigious event for Electronics and Automation and
takes place every two years. This year, the RS Italy stand was centrally
located and attracted a great deal of attention. The space was divided up
to highlight different products and to provide room for customers and
suppliers to meet our representatives. In pride of place was a red Ducati
Monster motorbike - our star prize in ‘The Winning Red’ competition
> (reflecting both the Ducati and RS corporate colours).
Martin Pangels was special GEC guest at the Gran Galà Dinner - an event appreciated by
suppliers, manufacturers and press. Sponsored by RS, it reinforced our brand and market
position. In all, 430 people from the Electronic Community
enjoyed the evening. The most important event activity was
the launch of our production packaging offer which was very
well received. Another mark of our success is that almost 500
catalogues were requested.
A big thank you to Rossella Zanelli for her End2End planning
and realisation of this highly successful and enjoyable event.
New growth targeted for Allied
> To build on our existing success and grow the business further, Allied recently launched a key
customer acquisition initiative. Adopting the North American Industry Classification
System (NAICS), we can now identify new customers in markets
where we have been successful in the past. NAICS allows us to
profile our database to gain new leads. It’s simple to use and
easy to segment, with current information relative to industries
today. It also allows us to apply high levels of security while
TV brings accessing key information on demand.
As part of the initiative, Allied segmented existing customers
EEM to life based on NAICS codes. We then worked with research firms
to obtain leads for companies similar to those with whom we
in Germany currently do business. We have already identified over 75,000
leads and sent them direct mail shots. The mailings aim to get
> RS Germany took the EEM-Strategy flash potential customers to request a catalogue or visit our web site.
presentation and ran with it. At the Mörfelden The Allied customer acquisition initiative will improve our targeting
site, monitors placed next to the lift on each and ultimately increase the return on our marketing investment.
Additional markets will be pursued throughout the year.
floor showed it continuously. That way every
employee had the opportunity to learn about
our strategy - without having to go out of their
RS Benelux celebrates 10 years
way to see it.
RS Austria fit for work > “Ten years ago, during a job interview, a
> The health and well-being of all our employees Frenchman explained to me the potential
is very important for RS Austria. So, to prevent of a business about to launch in The
back pain and to improve general fitness, we Netherlands, Belgium and Luxembourg.
now offer staff a fitness training programme
The RS Company only had five staff at the time,
for one hour per week. Eva Hemmer from
and yet this manager said we were going to
the financial department is encouraging staff
find thousands of customers, sell over 100,000
to join her in keeping fit. A qualified fitness
products and create millions of sales. I signed
instructor, she supervises each session and
on for an exciting adventure.”
employees from many different departments
So says Martijn Duchatteau, who has been
are taking this opportunity to ease their aches
leading RS Benelux since 2004. He joined
and pains and keep themselves supple.
the Group under Didier Goguelin, GM of
Radiospares France, who started RS Benelux
in 1998. Much has changed and today’s RS
Benelux customers are served from two
offices in three different languages, with
more than 50% of business this year coming
through e-channels. The one thing that has
never changed however is the focus on
customers - who get what they want, and more.
The potential for RS Benelux is enormous
and Martijn is already looking forward to
celebrating their 15th anniversary!
RSNEWS] ISSUE 3
‘The New Way of Working’
takes off in Asia Pacific
> Earlier this year, ‘The New Way of Working’ was
introduced to the Asia Pacific region when delegates ANZ
from the GEC, the Asia Pacific EMT and the OpCos in Asia > The ANZ business launch was held in the
Pacific met for a three-day conference in Thailand. Blue Mountains outside Sydney. Richard
Huxley, GM, CM Lim, Head of Marketing,
‘The New Way of Working’ aims to drive business changes in customer satisfaction, and Ho Kah Choy, Head of IS from the
sales and profitability and is designed to direct employee behaviour to reflect RS values regional Asia Pacific office all attended.
and allow the business to build a passionate and engaged workforce. With ‘The New
Way of Working’ in place, RS can deliver consistently high levels of service to customers,
with greater efficiencies and stronger growth. This initiative, managed through five
focused work streams, is now being rolled out across the Asia Pacific region and three
main events took place in March.
All events were extremely successful and each attendee has walked away with a
clear strategy and plan to help our fire of commitment continue to burn brightly as we
pursue our vision to make us The #1 Choice Catalogue in Asia Pacific. As Richard Huxley
remarked, “I experienced first hand the passion and commitment from our teams for
what we are doing.”
RS North Asia
> The RS North Asia business launch took> Zeb Shahin, GM of Australasia, kicked
place in Shanghai where the Asia
off with team-building activities which
Pacific EMT and North Asia colleagues were joined by Electrocomponents’ CEO provided the opportunity to ask questions
Ian Mason and Chairman, Helmut Mamsch. and to get to know the EMT better. This
The launch included updates on the five work helped create open communication and
streams and over dinner on the second night different ways of thinking - and set the
guests enjoyed Cheering Dance and Gong Fu stage for the rest of the conference.
performances from our Shanghai colleagues. Richard Huxley emphasised how ‘The
The first RS Hero award was presented which New Way of Working’ will require us to
was very touching as, due to Chinese culture, think differently about our business and
it was the first time colleagues have been break free from existing constraints.
appreciated so openly. The first RS Hero for ANZ award was
The friendliness of our UK top management presented to Jessica Varas in recognition
was much appreciated by RS North Asia of her extraordinary effort and
commitment - which Jessica has proven
who are proud they recognise the great leap
forward they have taken. In return, Ian Mason time and again in her role as Corporate
and Helmut Mamsch were impressed by the Account Manager.
RS South Asia Our security processes detect and protect
the Group from 22,000 viruses each month
> The RS South Asia business launch was attended by staff from Singapore,
Malaysia, Thailand and the Philippines and was held in Singapore.
Changes in the catalogue and websites were
demonstrated through a series of presentations
and fun quizzes. Progress updates of the
five work streams were included and a
series of events were planned to initiate
a day of joy to our friends from Handicaps
Welfare Association through a trip to “The
Singapore Flyer” - the latest Singapore icon. .
‘The New Way of Working’. EMT members
and country managers were invited on
stage to take questions from the audience
which demonstrated our open and honest
communication culture. A community project
was arranged to allow participants to embrace
the five RS values at work and within four
hours, participants, led by Jones Leung, GM
of South Asia, had painted the premises and
re-marked the car park bays. They also brought
T H E M A G A Z I N E O F G L O B A L C O M M U N I C AT I O N
RS Japan celebrates
10 successful years
> This March more than 140 RS Japan employees Hiro Hamamoto, GM of RS Japan explained,
attended an energetic and passionate 10th “The focus of the celebration was to share the
anniversary party in Yokohama. The evening joy and success of our 10 years with all our
began with a traditional Sake Keg Ceremony employees.” As the events committee leader
called ‘Kagami-biraki’ (which literally means said: “We had a great time and there was a
‘opening the lid’). Typically performed at smile on everyone’s face.” The icing on the cake
celebratory events, the lid of the sake barrel is was the congratulatory video message received
broken open with a wooden mallet and the sake from our colleagues in the UK and APAC.
served to everyone present.
Since 2007, decommissioning by Group IS
has saved 26,000 KWh of power consumption
with a difference in France
- this would power Wembley’s floodlights
for around 20 matches, including half time.
> In April, unsuspecting employees of Radiospares were invited to
attend a meeting on the launch of Continuous Improvement.
They were expecting a speech by Didier Goguelin, but they were in for a surprise! At the
beginning of the session Didier talked about Continuous Improvement as expected, but before
long he introduced a specialist consultant and handed over to him. It soon became obvious that
this consultant had absolutely no idea about Radiospares, let alone Continuous Improvement.
Naturally, staff began to feel confused and then to laugh, until finally they realised it was a joke.
Following this amusing introduction, three humorous sketches delivered the main messages
of Continuous Improvement: exchange of ideas, creativity and strategy. Our 13 coaches played a
role in the last sketch which was a hilarious parody of a reward ceremony. The event was a huge
success and employees thoroughly enjoyed the originality of the presentation. The messages of
Continuous Improvement were made crystal clear, and everybody is now impatient to share
Group IS manages 100 Terabytes of storage
- that equates to 25 million MP3 files, which
is a pretty big iPod!
RSNEWS] ISSUE 3
This is your newsletter and we are keen to have your input. So, if you have a story
or an interesting fact about the Group that you would like featured in a future edition,
Sophie Macbeth, Group Communications Manager, International Management Centre
email: firstname.lastname@example.org or tel: +44 (0)1865 207442
The deadline for submissions for the next issue is 1st november 2008.
A ROSIE future for RS
> ROSIE (Regional Organisation Structure in Europe) is an
initiative to re-organise Supply Chain in Europe to capitalise
on the benefits of a single SAP and Manugistics system.
The benefit of this new system is that it gives was to create a new structure with new roles,
visibility to all sales requirements, stocks and whilst keeping the same headcount. Staff were
purchasing in one place - so we needed to given the opportunity to change roles and
change our existing organisational structure to develop new skills and we are delighted that
take advantage of this. everyone has been successfully redeployed in
External benchmarking indicated that the new organisation.
regional planning would bring significant One particular challenge we faced was
rewards and that we should have one planner harnessing the power of GIS to change the
responsible for the supply of one article data on 1.1 million articles records across
wherever it was sold in Europe. So, we set up Europe. Special code was written for this in
an international, cross-functional project team India and, having been tested thoroughly,
which was empowered to define the future was successfully executed over the ‘go live’
shape of the organisation. The team included weekend.
members from France, Germany, Italy and rest ROSIE went live in April 2008. Since then,
of Europe, as well as the UK. a series of European roadshows have taken
We also realised that some processes place to share the vision and engage with
were not getting the focus they needed. the rest of the organisation. We also had the
So, we created new opportunity to gain feedback from the teams.
organisational roles ROSIE has the potential to improve our cost-to-
in forecasting, life- serve ratios. We are now spending time with
cycle management our colleagues in sales, marketing and product
and Supply Chain management to explain the benefits, and are
co-ordination. The goal looking forward to a bright future.
IS Evolution - an exciting journey of transformation
> The recent roll-out of EBS has facilitated regional
consistency, saving millions of pounds in inventory
costs and enabling Electrocomponents to respond
faster than ever to business needs.
An example of this is the recent launch of production packaging which
was implemented in just 24 weeks - previously such a large project
would have taken over a year of co-ordination and planning.
Now that EBS is complete, the Group’s strategy to become the EEM
distributor of choice while maintaining our strength in MRO poses
Designed and produced by 2heads. www.2heads.tv
specific challenges for Group IS. So, we have put in place a three year
evolution strategy to help get us there. This includes increasing our
range of articles and the ways we offer them to customers. Already
we have over 150,000 stocked products in our catalogue, more than
250,000 extended range products, and over 40,000 production packs.
Meanwhile, our customers want to be able to learn about our
products, order them and manage their accounts anywhere, anytime,
using any device - paper, telephone, web, or mobile phone. So, Group
IS is evolving and delivering the systems that will help us become
a global e-centric business, closely integrated with customers and
suppliers - and with our own employees driving innovative business
change. The benefits are already here and we have delivered a big
piece of this strategy with the new websites in Europe and Asia.
As we evolve into a global e-business driving new ideas and centres
of growth, IS will help us have the capacity to drive fast, meaningful
change and become our customers’ EEM distributor of choice.
…the magazine of global communication