NWPCSS Review Meeting

Attendees

Jon Crabtree Group Managing Director Supplies

Fergus MathiesonSales & Marketing Director (QC)

Alistair Kuhnbaum Supplies Category Manager (XMA)

HE/FE Structure

Bob PigotBusiness Unit Manager

Higher and Further Education

Higher EducationHardware

Further EducationHardware

Bruce Morley-NewmanHE South

Peter HueckFE South

Lee HayesHE North

Marie-Louise HittHE/FE Wales

Paul LewisFE North

Jacqui GartonFE External

Consumables

Deb WallisNWPCSS/NWUPC

Internal

Leanne SmithNWPCSS/NWUPC

Internal

TBCNWPCSS/NWUPC

Internal

David WarrenScotlandExternal

Marie-Louise HittWales

External

Chris Hepworth-BourneEnglandExternal

Sales Growth

• Sales growth 2013 versus 2012

Sales Customers OrdersQ1 2012 £799,549 79 3350Q2 2012 £1,074,139 83 4346Q3 2012 £1,153,298 99 4517Q4 2012 £1,222,403 96 4959Q1 2013 £1,185,156 98 6550Q2 2013 £1,213,777 96 7080Q3 2013 £1,187,289 96 5099Q4 2013 £1,223,359 95 5158

Sales Growth

- H1 2012 – H1 2013 sales growth of 28%- H1 2012 – H1 2013 order growth of 20%- H1 2012 – H1 2013 customer growth of 77%

- H2 2012 – H2 2013 sales growth of 1%- H2 2012 – H2 2013 order growth of -2%- H2 2012 – H2 2013 customer growth of 8%

Top Spending Accounts

Account Sales (£) Account Sales (£) Account Sales (£)Cardiff University 108,454 Cardiff University 98,560 Cardiff University 118,349University of Sheffi eld 64,781 University of Sheffi eld 73,095 University College London 66,868Newcastle University 59,219 Newcastle University 64,647 University Of Cambridge 65,190University of Warwick 58,566 University College London 62,593 University of Warwick 57,099University Of Cambridge 57,945 University of Warwick 60,941 University of Sheffi eld 56,758University of Oxford 51,143 University of Oxford 57,124 Newcastle University 53,804University Of Leicester 45,607 University Of Cambridge 52,399 De Montfort University 47,806De Montfort University 42,581 University Of Leicester 50,152 University of Oxford 46,501University of Hertfordshire 42,292 University of Hull 46,250 University of Hertfordshire 43,950University of the West of England 37,359 Kings College London (LUPC/SUPC) 42,566 University Of Leicester 42,842University of Hull 37,313 University of the West of England 42,189 Kings College London (LUPC/SUPC) 40,102University College London 33,434 University of Hertfordshire 40,633 University of Leeds 39,109University College London (UOL) 31,265 De Montfort University 37,355 University of Hull 34,125University of Leeds 30,252 Oxford Brookes University 33,933 University Of Greenwich 32,691Oxford Brookes University 29,209 University of Brighton 29,632 University of the West of England 32,529City University 28,883 City University 29,471 University of Huddersfield 30,628University of Brighton 28,679 University of Huddersfield 22,633 City University 28,295University of Huddersfield 26,532 University of Leeds 21,415 University of Brighton 27,726University of Sussex 22,772 University of Sussex 18,663 University of Sussex 26,881Kings College London (LUPC/SUPC) 20,032 Queen Mary, University of London 17,723 Oxford Brookes University 24,485

Q3 2013 Q4 2013H1 Average Quarterley Spend

- Migration to managed print accelerating- In scope – Sheffield, Leeds, York, Huddersfield, Hull, Leicester, Bristol, London SB

E-procurement

Warwick, Bath, (Lost Reading – Moved to R12)

Brunel, Exeter, Gloucester, Grenwich, Loughborough, Newcastle, Plymouth, Roehampton, Royal Holloway, Worcester

Birmingham, Bradford, Cambridge, Keel, Leeds, Leicester, London School of Hygiene, Manchester, Oxford Brookes, Queen Mary, Sheffield, UCL, York

APUC, Open University (On hold)

Huddersfield, (Lost Reading as moved to Gem)

Hull (still testing)

Management Information

Criteria Unit of Measure Supplier Response

Total mass of waste collected from HEIs which is sent to landfill KG 0

Carbon footprint output in respect of top ten selling (by unit volume) toners CO2e kg 6672

Carbon footprint saving achieved by consolidation of deliveries CO2e kg TBC 

Number of orders consolidated as a percentage of total number of orders received % 2

Number of product lines supplied to the agreement # 2189

Total efficiency savings passed on to institutions as a result of product rationalisation £ £270k

Number of contracted suppliers to service the agreement # 2

Total efficiency savings passed on to institutions as a result of supplier rationalisation £ 0

Q4 - 2013

Marketing Activity

Marketing Activity

Exhibitions:

University of Oxford – Innovation & TechnologyUniversity of Sheffield - Suppliers ExhibitionUniversity of Southampton - Purchasing ExhibitionUniversity of Cambridge - Annual IT Exhibition

Marketing:

HE Framework Presentation - for use at events and exhibitions

Higher Ed HUB e-shots• cross sell campaigns between NEPA and NWPCSS• Migrate customers to e-procurement

Accreditations brochure• Introduction to XMA & framework accreditations• Position XMA as the one stop specialist for the HEFE

sector

XMA Provider of Choice• Position XMA as a solutions provider & trusted advisor

Sustainability

• Environmental Cartridge Sales

- 2013 Sales of £495k, up 11% on 2012- 2013 Quantity Shipped of 12.2k, up 8% on 2012

• Continued promotion of the HP ‘Supplies Take Back Program.’- 2k cartridges

• Continued promotion of HP Contract Cartridges

Month Jan 13 Feb 13 Mar 13 Apr 13 May 13 Jun 13 Jul 13 Aug 13 Sep 13 Oct 13 Nov 13 Dec 13 TotalC Sku 686 817 1169 1418 1609 1583 1337 1636 2210 3007 3083 1654 20209C-Sku Available 890 5170 4821 4266 4722 3944 4312 3079 2963 3312 3042 2310 42831Total 1576 5987 5990 5684 6331 5527 5649 4715 5173 6319 6125 3964 63040C Sku Conversion % 43.53% 13.65% 19.52% 24.95% 25.41% 28.64% 23.67% 34.70% 42.72% 47.59% 50.33% 41.73% 32.06%Month Jan 13 Feb 13 Mar 13 Apr 13 May 13 Jun 13 Jul 13 Aug 13 Sep 13 Oct 13 Nov 13 Dec 13 TotalY Sku 2 41 120 113 62 468 310 1116Y Sku Available 390 251 308 302 311 448 314 240 358 499 802 442 4665Total 390 251 308 302 311 450 355 360 471 561 1270 752 5781Y Sku Conversion % 0.00% 0.00% 0.00% 0.00% 0.00% 0.44% 11.55% 33.33% 23.99% 11.05% 36.85% 41.22% 19.30%