Enhancing Growth and Efficiency in PPE Manufacturing Through E-Commerce Solutions

1. Stephen Morris – Joint Managing Director Growth and Efficiency through E-Commerce

2. 130 yr old, 4th generation family company Manufacturing and distributing PPE to major UK companies Employing 80 Turnover £15m Based Newport, South Wales Liscombe

3. Product Range

4. Customer base is ‘Blue Chip’ Competition are large companies How do we compete and grow? The Market Challenge

5. Efficiency of administration Cost of employment Value added employment rather than ‘Donkey work’ Accuracy of information – too much human input The Admin Challenge

6. We saw e-commerce as ………..Computerisation #2 Technology could help us grow without increasing costs Smart use of technology could level the competition playing field and even tilt it in our direction Technology Solution

7. Approached our ERP systems supplier with our ideas Impaq Business Solutions (a Microsoft Certified Partner) developed xDE toolset Found a willing customer partner (major UK car plant). Established ‘e’-connection – via XML links Integrated back office operations Now have totally paperless trading ability What happened?

8. Standard Microsoft tools (BizTalk Server, .Net Framework etc) Industry standard catalogue format (CIF3) Industry standard messaging formats (cXML, eBIS-XML etc) The Science Bit

9. Traditional Business Flow Paper Product Catalogue Paper/Fax Order Purchase Order Sales Order Acknowledgement Liscombe Customer Goods & Despatch Note G.R.N. Paper Invoice Customer Manually Matches to GRN Payment & Remittance

10. E-Commerce Business Flow Liscombe Customer Electronic Catalogue cif Data Fields populated Build e-catalogue Order cXML Automatic load Automatic raising Acknowledgement Automatic send Automatic update Paper Despatch Note Pick Goods G.R.N. Self Bill Invoice Automatic Invoice matching Automatic send Payment & Remittance Transaction Complete Automatic send

11. Process Efficiency • Six manual tasks and six pieces of paper replaced by 5 automated processes and one piece of paper • Human error taken out of order process • Liscombe staff can focus on customers’ needs instead of processing paperwork • Proven improved response times • Cost savings through improved administration

12. Not all customers work the same way Marketplaces Ariba Point to Point Amazon-style web buying System Flexibility

13. Paperless trading capability Growth of 20% in 2004-5 without extra staffing Greater customer focus through freed-up time Able to market our IT capabilities The Results

14. Rolling out to more customers Rolling out to suppliers – Supplier Portal Integrating Web site ordering to enable a low cost sign up for customers The Present & Future