Changing behaviour to get the best value from your suppliers

Steve RoebuckSales Manager HE & Research Councils

Scientific Laboratory Supplies

Wednesday 9th September, 2015

Agenda

• Who we are• Session objectives• Our observations• ‘Activity’• Communication and importance of clarity• Conclusions

Who we are• UK’s largest independent supplier of laboratory

equipment, consumables and chemicals

Who we are

• Steve Roebuck

• Sales Manager HE & Research Councils

• 2 Years (16 years)

Who we are

• Bob McLaughlin – National Sales Manager

• Tim Whaley – Sales Development Manager

• Ian Roulstone – Sales Director

Session objective

• Recognition of similarities in ‘what we do’

• Explore market complexity

• Identify importance of open communication

What do you do?• Procurement, in the public sector, is the professional process for budgeting

funds, and acquiring goods and services.

• Planning and scheduling of programs, activities to meet departmental/institutional objectives – Procurement policy

• Source selection designating the acquisition process includes: deciding on purchasing method, preparing the bid documents, advertising the opportunity, evaluating responses, vendor selection, and acquiring the goods.

• Contract/supplier administration to ensure that the terms of a contract/relationship are satisfied.

What distributors (VAR’s) do?

• Basic procurement• Brand/category strategy• Contract management• Logistics• Warehousing and stock• Customer/supplier engagement• Marketing• Systems management

Sound Familiar?

What distributors (VAR’s) do?

• Basic procurement• Brand/category strategy• Contract management• Logistics• Warehousing and stock• Customer/supplier engagement• Marketing• Systems management

ActivityPut these statements in order of priority. Number 1 being the highest.

•Supply Chain Rationalisation•Bespoke Solutions•Innovation•Better Pricing•Soft Savings•Flexibility and Engagement•Strategy alignment•Sustainability

ResultsHow we thought you’d score it:

2

1

=3

=3

=5

=5

7

8

ResultsHow we scored it:

2

1

3

6

4

5

7

8

ResultsHow we scored it:

ResultsHow we scored it….

Results

National Consortia and Bodies

National Consortia and Bodies

Open and clear communication• Complex market• Contract accessibility• Unique product profiles• Fluid dynamic• Strategic objectives• Platforms & systems• Interaction preferences

Open and clear communication• Complex market• Contract accessibility• Unique product profiles• Fluid dynamic• Strategic objectives• Platforms & systems• Interaction preferences

Market Complexity3 Major UK Distribution organisations in sector

•Scientific Laboratory Supplies•Fisher Scientific•VWR International

The biggest Global player in the lab Market is Thermo Fisher Scientific

Thermo Fisher Scientific’s biggest Global customer is VWR

Thermo Fisher Scientific actively support SLS in the UK

Open and clear communication• Complex market• Contract accessibility• Unique product profiles• Strategic objectives• Platforms & systems• Interaction preferences• Fluid dynamic

Does your supply network understand your position and goals?

Conclusion

Yours Ours

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