NWPCSS Review Meeting Jason Gallagher Attendees Jason Gallagher HE/FE Sales Manager Alistair Kuhnbaum Supplies Manager HE/FE Structure Jason Gallagher Business Unit Manager Higher and Further Education Consumables Higher Education Hardware Further Education Hardware David Warren Scotland External Leanne Smith NWPCSS/NWUPC Internal Bruce MorleyNewman HE South Peter Hueck FE South Marie-Louise Hitt Wales External Tammy White NWPCSS/NWUPC Internal Lee Hayes HE North Paul Lewis FE North Chris Hepworth-Bourne England External Deb Wallis NWPCSS/NWUPC Internal Marie-Louise Hitt HE/FE Wales Jacqui Garton FE External Sales Growth • Sales growth form Q1 to Q2 Sales Customers Orders Q1 2012 £799,549 79 3350 Q1 2013 £1,185,156 98 6550 Q2 2012 £1074139 83 4346 Q2 2013 £122945 96 7080 - Q1 2012 – Q1 2013 sales growth of 48% Q1 2012 – Q1 2013 order growth of 95% Q1 2012 – Q1 2013 customer growth of 24% - Q2 2012 – Q2 2013 sales growth of 13% Q2 2012 – Q2 2013 order growth of 63% Q2 2012 – Q2 2013 customer growth of 16% Top Spending Accounts Quarter 1 Quarter 2 Account Sales (£) Account Sales (£) Cardiff University University of Sheffield Newcastle University University College London (UOL) University of Warwick University of Oxford University Of Cambridge University Of Leicester University of the West of England University of Hertfordshire University of Hull De Montfort University King's College London (UOL) Oxford Brookes University University of Brighton City University University of Huddersfield University of Leeds University of Sussex University of York 98,559.69 72,802.94 64,633.21 62,530.67 60,032.10 55,783.91 50,938.05 48,371.49 42,188.97 40,633.47 40,500.66 37,355.40 36,978.95 33,933.27 29,631.64 29,471.10 22,436.97 21,394.72 18,662.82 17,388.67 Cardiff University University College London University Of Cambridge University of Warwick University of Sheffield Newcastle University De Montfort University University of Oxford University of Hertfordshire University Of Leicester Kings College London (LUPC/SUPC) University of Leeds University of Hull University Of Greenwich University of the West of England University of Huddersfield City University University of Brighton University of Sussex Oxford Brookes University 118,348.85 66,867.68 64,951.37 57,099.12 56,758.41 53,804.32 47,806.19 46,501.18 43,949.69 42,842.22 40,063.34 39,108.66 34,125.29 32,691.16 32,529.18 30,627.57 28,294.58 27,726.32 26,880.88 24,484.64 Management Information Criteria Unit of Measure Supplier Response Total mass of waste collected from HEIs which is sent to landfill KG 0 Carbon footprint output in respect of top ten selling (by unit volume) toners CO2e kg 6936 Carbon footprint saving achieved by consolidation of deliveries Number of orders consolidated as a percentage of total number of orders received Number of product lines supplied to the agreement Total efficiency savings passed on to institutions as a result of product rationalisation Number of contracted suppliers to service the agreement Total efficiency savings passed on to institutions as a result of supplier rationalisation CO2e kg % 2 # 2914 £ 0 # 2 £ 0 New Customers • New Web Customers – - Cranfield University, University of Warwick, University of Reading, University of Leicester, University of Oxford, University of Bath, University of Liverpool, University of Teeside • New E-Procurement Customers - University of Bath Marketing Activity Exhibitions: HEPCW, COUP, IntoUniversity Marketing – NWPCSS branded e-shots Joined up Approach with rest of XMA Accreditations brochure Weekly e-shots focusing on HE frameworks Exhibition banners Framework related direct mail E-procurement • XMA Web: Usage up 100% with Warwick, BCU & Leicester • Sci Quest: Nottingham, Warwick, Oxford, Bath • Parabalis: Newcastle, Brunel, Greenwich • Science Warehouse: Manchester, Leeds, Sheffield, Cambridge, Oxford Brookes, Kings College, York, Royal Holloway • Pecos: APUC, Open University • @UK: Huddersfield, Reading • Proactis: Hull • New E-Catalogue Co-ordinator: Mike Watson Sustainability • Environmental Cartridge Sales - Numbers up from £1325 to £2059 Qtr on Qtr – 84% Increase • One of few partners in UK now working with HP on ‘Supplies Take Back Program.’ • Program is unique in that the reseller returns & processes supplies • Ensures empties go to a reputable recycler • SBD Efficiencies - Consistently working with HP to maximise breadth and depth of support for NWPCSS Early adoption of C-Sku and processes in place to maximise C-Sku migration £50K saving (5%) maximum saving achievable over Q1/Q2 with existing C-Sku portfolio Customer Feedback m. Overall performance of the supplier a. Agreement benchmarking service 85% 80% b. Supplier's promotion and marketing of the Agreement 75% l. Accuracy of invoicing/statements 70% 65% c. Range of products available 60% 55% 50% k. Adherence to contract terms d. Quality of supplier's brochure / catalogue 45% 40% j. Value for money of the Agreement e. Quality & service from supplier's representatives i. Response to minicompetitions - quality of quotation/submission/retur n h. Customer service, complaint handling and speed of response f. Ordering procedure g. Adherence to service schedule Banner Office Depot Customer Feedback Please use this section should you wish to make further comment on any of the responses you have provided to the scored questions Account management by XMA has been poor Prices could be better. I've been approached by other companies who can undercut XMA. Areas for improvement • • • • • • Agreement benchmarking service Suppliers promotion and marketing of the agreement Quality of suppliers brochure/catalogue Quality of service from suppliers representatives Response to mini competitions Value of money for the agreement