1. Changing behaviour to get the best value from your suppliers Steve Roebuck Sales Manager HE & Research Councils Scientific Laboratory Supplies Wednesday 9 th September, 2015

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

3. Who we are UK’s largest independent supplier of laboratory equipment, consumables and chemicals

4. Who we are Steve Roebuck Sales Manager HE & Research Councils 2 Years (16 years)

5. Who we are Bob McLaughlin – National Sales Manager Tim Whaley – Sales Development Manager Ian Roulstone – Sales Director

6. Session objective Recognition of similarities in ‘what we do’ Explore market complexity Identify importance of open communication

7. 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.

8. What distributors (VAR’s) do? Basic procurement Brand/category strategy Contract management Logistics Warehousing and stock Customer/supplier engagement Marketing Systems management Sound Familiar?

9. What distributors (VAR’s) do? Basic procurement Brand/category strategy Contract management Logistics Warehousing and stock Customer/supplier engagement Marketing Systems management

13. Activity Put 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

14. Results How we thought you’d score it: 2 1 =3 =5 7 8

15. Results How we scored it: 2 1 3 6 4 5 7 8

16. Results How we scored it:

17. Results How we scored it….

18. Results

19. National Consortia and Bodies

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

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

23. Market Complexity 3 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

25. 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?

26. Conclusion Yours Ours =