Gijo George
Category Manager – Capital Converting
Corporate Purchasing, RockTenn
678.291.7743 - direct
678.728.2823 - fax
ggeorge@rocktenn.com
Introduction
 Gijo George – Category Manager, Capital Converting
 Responsible for approx. $350 Million pertaining to
sourcing OEM Equipment and related services for the
220 converting facilities of RKT
 With RKT for 4 years as Sourcing Manager, Director of
Procurement, Project Engineer and Category Manager
 Prior to RKT, I worked for Home Depot, The Hackett
Group, GEP, Rex Rotary, and Ford India
 Academia includes MIB, MCA and BCA
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About RockTenn (NYSE:RKT)
 A leader in North American packaging:
 Largest paper recycler in North America
 2nd largest producer of containerboard
 2nd largest producer of coated recycled board
 $ 11 Billion paper and packaging company
 245 manufacturing facilities and 26,000 employees
 Presence in US, Canada, Mexico, Chile, Argentina and
China
 Familiar products include boxes for Chik-fil-A, Breyers,
Nilla Wafers, Stouffers and Gillette POP Displays
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RockTenn’s Sourcing Strategy
 Goal is to manage max. addressable spend and deliver
sustainable savings through a Center-led Sourcing Model
 Corp. Procurement follows 5/7 Step methodology (Global)
 Plant Procurement follows “3 – Bid” method (Domestic)
 Overtime, more categories are being centralized
 Current focus is on optimizing Acquisition Synergies,
Supplier Performance and Relationship Management
 “One ERP” (JDE) implementation is ongoing to maximize
value of Sourcing and Asset Management
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Products Sourced through Capital Converting
 Corrugators and Peripheral Equipment
 Sheeting Equipment
 Printing Presses
 Cutting Presses
 Folding/Gluing Equipment
 Bundlers/ Unitizers/ Conveyors/ Recycling Equipment
 Rigging/ Electrical/ Boilers and Steam Piping
 All OEM parts and consumables for the list above
------------------------------------------------------------------------- Few competent suppliers, sometimes single source
 Important factors are TCO, Supplier Stability, and
Relationship Management
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Future of Sourcing at RockTenn
 Center-led Strategy is sustainable and rewarding
 Increase in centrally managed categories
 Shrinking Supply base leading to more importance on:
a. Supplier Performance (both in regards to Quality of
Products and Services as well as Market and Financial Performance)
b. Relationship Management
c. Collaborative R&D
d. Speed to Market in M&A Environment
 “More with Less” resulting in advanced sourcing tools
to support data analysis, execution and reporting
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