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Ariba eCommerce to eExcellence Webcast Recap

On February 23, 2012 we joined in on the Ariba eCommerce to eExcellence webcast featuring key speakers from Johnson & Johnson and a super Punchout Catalog success story from a supplier to J&J, B&H Phot Video Pro-Audio.

Ariba eCommerce to eExcellence Webcast Recap

Feb 23, 2012

On February 23, 2012 we joined in on the Ariba eCommerce to eExcellence webcast featuring key speakers from Johnson & Johnson and a super Punchout Catalog success story from a supplier to J&J, B&H Phot Video Pro-Audio.

The first half of the webcast was head up by Toni McGovern, Senior Manager, Enterprise Process & Technology at Johnson & Johnson. J&J is the Global leader in health care with more than 250 operating companies in 60 different countries. They chose Ariba to create efficient end-to-end Procurement Processes. Improve Buying experience for Internal Customers, Build better relationships with contracted suppliers and get spending under control.

Toni went over the benefits of Seller Collaboration with PunchOut Catalogs which included:

  • Improved Cycle Times
  • Increased pricing accuracy
  • Efficiency and consistency in processes
  • Visibility into spend

B&H Photo's, Oozy Adviashvili, spoke about their relationship with Johnson and Johnson and how they evolved their business to be the internet's largest independent retailer of photography, video and audio equipment. Oozy adamantly explained how Ariba and PunchOut Catalogs were a core aspect to their E-Commerce strategies.  

Their Punchout Catalog and e-Commerce journey began with a request from a large corporate customer. With Punchout, they quickly became a leader offering Accurate Pricing, Full Catalog, Expedient shopping experience. B&H experienced a 25% annual growth via Ariba with 10M+ in annual transactions.

B&H’s Win-Win success story timeline

  • Large buyer initially managed catalog with a 500-item CIF catalog updated annually
  • Pricing became outdated usually resulting in higher prices
  • Discontinued items were in catalog and new items were not
  • Update to 40,000-item CIF catalog resent monthly which saved the buyer hundreds of thousands of dollars
  • Now B&H provides a 300K+ item catalog via Punchout Catalog, updated multiple times daily

A poll was conducted to Sellers which asked: If you are a seller, tell us why you are considering an eCommerce strategy (check all that apply):

  • 78% - Develop new customer relationships
  • 72% - Increase Sales in Existing Accounts
  • 65% - Build strategic relationships with key accounts
  • 39% - Better visibility into sales pipeline
  • 35% - Improve our order-to-cash cycle

Additional Resources:

Webinar Series: Business Commerce Experts - http://www.ariba.com/resourcelibrary/
Ariba Supply Lines- http://www.ariba.com/network/supplylines/subscribe.cfm
B2B eCommerce newsletter Supplier and Network Online Community - http://exchange.ariba.com/community/solutions/supplier
Ariba LIVE 2012 -  http://www.aribalive.com/ Las Vegas, April 10-12



Category: Announcements