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Jay Mutschler President, Corporate Express US

Jay Mutschler President, Corporate Express US

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Jay Mutschler President, Corporate Express US

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  1. Jay MutschlerPresident, Corporate Express US Corporate Express US Analyst Meeting Denver – 12-13 September 2007

  2. “Safe Harbour” Statementunder the Private Securities Litigation Reform Act of 1995 Statements included in this press release, which are not historical facts are forward-looking statements made pursuant to the safe harbour provisions of the Private Securities Litigation Reform Act of 1995 and the Securities Exchange Act of 1934. Such forward-looking statements are made based upon management’s expectations and beliefs concerning future events impacting Corporate Express and therefore involve a number of uncertainties and risks, including, but not limited to industry conditions, changes in product supply, pricing and customer demand, competition, risks in integrating new businesses, currency fluctuations, and the other risks described from time to time in the Company’s filings with the US Securities and Exchange Commission, including the Company’s Annual Report on Form 20-F filed with the Securities and Exchange Commission on March 9, 2007. As a result, the actual results of operations or financial conditions of the Company could differ materially from those expressed or implied in such forward-looking statements. Shareholders and other readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of the date on which they are made. The Company undertakes no obligation to update publicly or revise any forward-looking statements.

  3. Market Size USOP Market Size (2006) $56B Source: Industry reports & McKinsey Analysis (excludes Facility Supplies and Furniture)

  4. One Accountable Source Leverage with other Lines of Business The Customer Single Accountable Source for Business Needs Doc & Print Management Office Products CEBI Facility Supplies CE Promotional Marketing

  5. Corporate Express US • Approximately 1,200 delivery vehicles • 14,000 products available via catalog & web • State-of-the-art warehouse & distribution technology: • Pick-to-Voice voice recognition technology • Warehouse Management Systems • System directed tasks • Inventory by location • Interface flexibility with 3rd party systems • 8,700 employees in the US • Over 1,600 direct sales personnel • More than 600 customer service personnel • ISO 9002 Company platform

  6. Key Accomplishments (2000 – 2007) • Global Sourcing • Facility Supplies Business • Corporate Express Brands • Strategic Account Capability • Distribution Technologies • Successful Integration– Two Mergers

  7. United States Locations

  8. Product Lines Workplace Furniture Facility &Cleaning Forms & Labels OFFICE PRODUCTS Imaging &Computer Graphic Supplies PromotionalMarketing

  9. Office Products • Headquartered in Broomfield, Colorado • One of the largest Business-to-business providers of office products and services, including : • Comprehensive traditional office products • Corporate Express Brands • Contract and Catalog Furniture • Facility Supplies • Next day delivery • Electronic Commerce solutions

  10. Imaging & ComputerGraphic Supplies • Headquartered in Deerfield Beach, FL • Largest distributor of specialty computer supplies with national coverage servicing: • Data Centers, Information Processing departments, CAD/CAM Engineering, Medical Imaging Industry • Specialized catalog with thousands of imaging, storage and printing products • Highly-trained sales force withdedicated technical support staff • 24x7 emergency delivery fordata centers • Procurement solutions • High density and space savingalternatives, disaster recovery/network protection/emergency services

  11. Forms & Labels • Headquartered in Omaha, NE • One of the largest providers of print products and services in North America featuring: • Comprehensive document & forms management programs • Pressure-sensitive & product label solutions • InteliMail direct mail production services • Electronic form & print options • Forms reduction analysis & procurement savings solutions • Flexible order entry, billing and reporting

  12. Promotional Marketing • Headquartered in St. Louis, MO • Centralized merchandise catalog programs • Industry-leading e-commerce catalogs • End-to-end process, from creative concept through fulfillment • Sweepstakes, premiums, sales incentives, service awards, event managementand more

  13. US Operations Q2 2007 Quarterly Product Mix Furniture Facility Supplies Forms & Labels Promo OP

  14. Customer Segments Large Local Mid-Market Strategic/Large Health Care Government Education

  15. Who are our customers?Defining Commercial Sales $0 - $12K annually Small $12 - $100K annually Mid-Market $100 - $500Kannually Large Local

  16. Who are our customers?Defining Strategic Account Sales $500 - $750+annually Large National HQ Strategic Account $1 million+ Global Account $1 million +

  17. IT Systems Architecture Marketing Database JDA Software AWR/E3 CustomerExperienceCenter Zilliant Websphere Product Center InVision PeopleSoft(Finacials & HR) Our Customers Data Warehouse(Microstrategy) WarehouseManagementSystem SalesForce.com Mobile Proof of Delivery

  18. Electronic Commerce • Our single largest ordering channel • E-Way sales are approximately 60% of our sales • Total eBusiness sales nearly 80% of our sales • Higher average order size with E-Way orders • More than 40,000 customers and 300,000 registered users • Supported by more than 600 Advisors located at our Customer Experience Center • Currently enhancing with best practices of B to C Marketing • Online sales average more than $7 million per day

  19. Tying Our Product Lines Together • OneShop Express • Provides customers one consistent, streamlined process from requisition to payment • Consolidated Sales Representation • Consolidated Order Entry • Consolidated Invoicing • Consolidated Reporting • Consolidated Customer Care • Available to all customer segments (Strategic, Large, Mid-Market) through E-Way • Leverages all product lines (office products, furniture, facility supplies, document and print management, imaging and graphic supplies)

  20. Market Overview • Competition Regional/Local Dealers • Wholesalers

  21. 2006 Reorganization • Services Centralization • Customer Service • Bids and Contracts • Credit and Collection • Purchasing • Central Product Line and Market Segment Leadership • Transitioned from local P & L leadership • Introduced six levels from President to Customer

  22. 2006 Reorganization

  23. Situation Analysis – Q4 2006 – Q1 2007 • Service stability issues • Mid-market customer churn • Large local performance challenges • Strategic Account win ratio down • Employee morale issues • Sales force attrition

  24. Q2 ’07 Approach – Simplify and Sell Stabilizeservice environment Simplify& Sell StreamlineOrganization Win back hearts of field sales & operations 3 levels betweenPresident & Customer Re-generateSales GrowthEngine ReduceCosts

  25. Tactical Approach Focus on basic sales strategies across product lines Initiate simplification processes Focus on improved communications Engage field leadership Enhance service integrity Enhance sales resources Established streamlined organizational structure

  26. Office Products Focus on Execution of Basics • Mid-Market • Large Local • Strategic Accounts • Furniture • Facility Supplies • Service Integrity • Merchandising/Marketing/Bids & Contracts • Customer Profitability

  27. Organizational Changes Reduce level of senior sales management Add field expertise and leadership to improve Central Services OrganizationalChanges Strengthen Regional Role Heighten distinction and focus on critical Large Local and Mid-Market segments

  28. Q3 2007 Organization

  29. Regions Revenue Split West – 27% Central – 36% East – 37%

  30. Focused Leadership Benefits • Full visibility and accountability for: • Customer segment performance • Product line performance • Consistency of execution

  31. Customer Service Elements E-Way CEC Salesforce.com Delivery Central Services Attributes Friendly Fast Responsive Streamlined Accurate One-call Resolution

  32. What We See • Strategic Account/Vertical Market wins and funnel improvement • Minimal Strategic Account losses in 2007 • Improvement in Large Local wins • Enhanced morale

  33. Thank you. Productivity in your hands.