Inspire session collaboration & gpp

©2014 Coupa Software, Inc.

Inspired Peer CollaborationIs it possible in Procurement?

Hyrum KirtonVP Procurement

Avalon Healthcare

David LaneSr. Director Strategic Sourcing

Rent A Center

Michael WagnerSr. Manager Sourcing & Procurement

BBA Aviation

Avalon HealthcareRegional Long Term Care/Post Acute Care health care provider covering 8 U.S states

Avalon Procurement Use a mix of self sourced and GPP categories

Small procurement team focuses on mission critical spend

Category management

Two criteria for GPP spend• Size of spend in the category

• Limitations with vendor require participation

Rent-A-Center The largest operator in the United States

rent-to-own industry

Over 4,000 locations (2,983 Core U.S.; 763 RAC Acceptance; 87 International, 218 ColorTyme franchisees)

Stores offer high quality, brand name durable products such as major consumer electronics, appliances, computers, and furniture and accessories under flexible rental purchase agreements

Allows customers to obtain ownership of the merchandise at the conclusion of an agreed-upon rental period

Approximately 20,000 employees

Annual revenues exceed $3.0 billion

NASDAQ: RCII

Headquarters: Plano, Texas

Rent A Center Sourcing / Procurement• Centralized Sourcing Group

with over 12 members

• Manage more than 160 categories

• Reports into the CFO

BBA Aviation Global HQ in London, traded on

FTSE

Focused on flight support/aftermarket services for commercial, business and general aviation

Currently have 12k employees in over 220 locations

US HQ in Orlando, FL

Globally have 32% market share of commercial movements

In NA, 68% market share of business and general aviation

BBA Sourcing & Procurement:• Located in Orlando

• Responsible for North and South America procurement across all categories

• Indirect purchases are decentralized; all equipment procurement is centralized

• Seat on Procurement Council with other division procurement heads

• Two member team; responsible for all sourcing activities

• Own Coupa relationship and the administration part

• $268mn in spend through Coupa in 2013

Why Collaborate?

Gaining leverage

So many categories, so little time

Sharing best practices

How To Collaborate?

Informal groups

GPOs

Coupa Group Purchasing Program (GPP)

Coupa GPP Structure

GPP Steering

Committee

Compliance

Coupa Audit Team

Customer Members

Category Panels

Coupa Panel Lead

Customer Category Managers

Coupa Sourcing

Team

• Customers In Control• Industry Leaders

• Expert Panel• Supplier Partner Interface

Category panel executes sourcing events & selects supplier partners

Formalizing Relationships

Members enter into contract with supplier

Coupa GPP establishes master contract with selected supplier(s)

Customers sign up for Coupa GPP membership

Active Category Management Market trends analysis

Establish benchmarks

Periodic sourcing events as needed for the category

Quarterly review of spend with members & suppliers

Compliance audits

Supplier Integration

Pre-enabled suppliers at no cost to customers

cXML based punch-outs or catalogs or web-forms

Categories, Savings, Suppliers

* Typical savings over and above the pricing negotiated by typical customers

Experience So Far Traditional GPOs are good at

• Spend aggregation, price catalog, basic contract

• We are targeting those categories

What is different about Coupa GPP?

Update on current sourcing projects

Next Steps

Target Categories

Coupa Investment

Sourcing expertise

Category management

Want To Join?

Contact Ashish Deshpande

Ashish.deshpande@coupa.com

650-931-3209

©2014 Coupa Software, Inc.

Q A&

©2014 Coupa Software, Inc.

When: TONIGHT! Where: Mezzanine SF

444 Jessie St. mezzaninesf.comTime: 6 - 11pmDress: Business casual or

semi-formalSponsored by:

INSPIRE Party!