XMA October Presentation

Report
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

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