OFFICE PRODUCTS CASE STUDY
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1 OFFICE PRODUCTS CASE STUDY LEARN HOW ONE FORTUNE 500 COMPANY WAS ABLE TO DRIVE SIGNIFICANT SAVINGS ON OFFICE SUPPLIES AND GAIN GREATER CONTROL OVER THEIR SPEND BY WORKING WITH CORPORATE UNITED AND OFFICE DEPOT. CHALLENGES Initially, the Fortune 500 company was apprehensive about considering a new strategy for a couple of reasons: 1. Long-term adherence to a competitive sourcing strategy OFFICE SUPPLIES SPEND $1.2 MILLION 2. The belief that internal resources could negotiate the best agreement However, consolidation in the office supplies market led to reduced opportunities for savings with the large resellers that had the experience and portfolio to manage the company s diverse footprint. MEMBER INDUSTRY ELECTRIC UTILITY Oftentimes, the buyer is charged with the management and analytical support necessary to control costs. As a CU member, those responsibilities are handled by the GPO for the benefit of its members. As a result, we have better control of office supplies pricing, especially pricing. Purchasing at Fortune 500 company $15 BILLION IN REVENUE MEMBER EMPLOYEES 15,000+
2 EXISTING CONDITION The Fortune 500 company had historically run RFPs to competitively source its supplier for office supplies. While the company was able to identify viable options for a low-cost supplier that could offer the variety of products the company was looking for, the RFP process requires a great deal of time and resources. And, RFPs don t always take into consideration what happens after the contract is signed. COMPANIES SPEND HOURS, PER CATEGORY, IN THE RFP PROCESS VALUE BEYOND COST While the Fortune 500 company wanted a low- cost supplier for office products, it hoped to find a supplier that could also compare items of like quality and manage industry factors, such as the fluctuating paper market. Previously contracted through Staples, the Fortune 500 company sought out a better way to drive savings and gain greater control over its office supplies spend. ENTER THE GPO MODEL The Fortune 500 company has been a member of Corporate United since 2009 and was familiar with the benefits of the GPO model. It decided to explore this option for its office supplies spend.
3 EVALUATING CU s PROGRAM Corporate United completed a comprehensive analysis for the Fortune 500 company against supplier-direct relations over multiple years. The dedication and effort put forth by the CU team into providing a detailed and comprehensive analysis broke down the company s barriers to seek alternatives. CU S ASSESSMENT Corporate United analyzed OVER 3,000 SKUs provided by the Fortune 500 company, comparing current pricing against CU s prenegotiated pricing with Office Depot. CU was able to match approximately 80% of the company s spend item-by-item. When comparing item-by-item, CU identified over 17% SAVINGS from what the company was previously paying, with a total of 19% ANNUAL SAVINGS including group and individual volume rebates. CU also identified items that could be swapped out for others with the same form, fit and function to drive an ADDITIONAL 5% SAVINGS. Following in-depth discussions around the benefits of a GPO model, examples of like-sized companies success with Corporate United and a detailed comparative analysis, the company decided that CU s program was its best option. THE FORTUNE 500 COMPANY JOINED CORPORATE UNITED S OFFICE SUPPLIES AND SOLUTIONS PROGRAM IN SEPTEMBER 2015.
4 WHY CORPORATE UNITED? Corporate United leverages the buying power of over 400 member companies to secure marketleading pricing, terms and conditions. Its Office Supplies and Solutions program with Office Depot is the largest of its kind in the country, representing over $132 million in office supplies spend. CU s pricing model for paper follows the RISI Index, while many other models follow mill recommendations resulting in a paper price that is approximately 35% lower. Additionally, CU s hands-on approach to managing its categories on behalf of members enables the Fortune 500 company to reallocate resources to focus on more strategic tasks. OVER 400 member companies $225 BILLION of buying power PARTICIPATION IN OTHER CU PROGRAMS: OVER $132 MILLION in office supplies spend OFFICE RELOCATION: participating since March 2010 BACKGROUND CHECKS AND DRUG SCREENING: participating since November 2016 LONG-TERM SOLUTIONS focused on strategic initiatives
5 SUCCESS WITH CU & OFFICE DEPOT Through Corporate United s Office Supplies and Solutions program with Office Depot, the Fortune 500 company has been able to drive significant program improvements and achieve its key objectives: 1. ACCESS TO LOWER PRICING The Fortune 500 company has access to CU s prenegotiated pricing with Office Depot, resulting in 17+% ANNUAL SAVINGS on office supplies Access to 1,800+ HEAVILY-DISCOUNTED core list items with 2.5% core savings projected year-over-year for 2017 Discounted pricing on 50+ CUSTOM CORE ITEMS 2. ABILITY TO COMPARE ITEMS OF LIKE QUALITY CU provides regular recommendations on items that could be substituted to drive additional SAVINGS OF UP TO 5% for the company CU s dedicated category management resources spend 250+ hours per year on key activities to ensure the program is running at an optimal level 3. GREATER CONTROL OVER PAPER PRICING CU s pricing model follows the RISI Index, rather than mill recommendations, offering a commodity paper price that s approximately 35% LESS THAN MILL PRICING CU paper pricing for all members DECREASED 2.55% in Q2 of 2017 following the RISI decrease in February ADDITIONAL IMPROVEMENTS REBATES AND INCENTIVES: The Fortune 500 company receives both group and individual rebates for participation in CU s Office Supplies and Solutions program; the company is on-track to receive approximately $25,000 IN REBATES FOR 2017 SUPPLIER MANAGEMENT: CU monitors supplier performance on behalf of the member to ensure Office Depot consistently meets contractual SLAs Corporate United enables over 400 member companies to expertly manage their indirect spend categories. By providing category lifecycle management for more than 40 leveraged agreements, Corporate United offers an enhanced approach to ongoing contract and supplier management. We are committed to providing members and suppliers with a collaborative community to help them achieve more. corporateunited.com corporateunited.com/blog twitter.com/corporateunited linkedin.com/company/corporateunited
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