Slide 1 ©2011 GXS, Inc.

100% B2B with Your SMB CustomersNow It’s Really Possible!

Rochelle Cohen, Senior Product Marketing ManagerMelanie Nuce, Director Retail Industry Marketing

Slide 2 ©2011 GXS, Inc.

Agenda

• Why 100%?• Business Challenges of SMB Customer

Enablement & Keys to Success• GXS Solution Overview• Case Studies:

– Eliminating paper invoices and packing slips– Eliminating paper sales orders

Slide 3 ©2011 GXS, Inc.

Typical B2B Adoption Dynamics

Slide 4 ©2011 GXS, Inc.

As You Approach 100% Participation

• Reduced supply-chain costs • Improved invoicing process• Faster payments• Better cash flow• Improved employee productivity by

avoiding non-value-add (manual) process

• Better customer service by simplifying and streamlining communications

With GXS, 100% participation is possible.

Slide 5 ©2011 GXS, Inc.

Business Challenges

Slide 6 ©2011 GXS, Inc.

Current State: Dual Document Process

Your internal system

1. Electronic process with biggest customers

2. Manual process with the rest

Your customer’s

internal system

You enter order

You create invoice

You sendinvoice *

Your customerreceives invoice *

Yourinternal system

Your customers’ internal systems

* phone/fax/mail/e-mail

You receive order *

Customer sends order*Customer creates order

Your customerenters invoice

Slide 7 ©2011 GXS, Inc.

• I can’t force my SMB customers to comply.

• My smaller customers don’t want to comply.– It takes too long to implement

EDI/AS2/etc.– It costs too much – Lack expertise

• A forms-based solution won’t work.– Too much keying– High risk of data quality issues on orders

100% B2B with Your CustomersYour Concerns

Slide 8 ©2011 GXS, Inc.

Your SMB Customer Perceptions

• There is no cost benefit for me to comply; in fact, it is a negative return.

• I do not have the expertise to implement and sustain electronic solutions.

• All of my suppliers have different needs: how can I implement and manage multiple solutions?

• It takes a long time to implement EDI/AS2/etc.

I don’t have the resources to comply!

Slide 9 ©2011 GXS, Inc.

Keys to Successful Customer Implementation Program

Right solution for SMBs:

• Easy-to-use

• Minimal data entry

• Data validation

• No-cost/low-cost

Clearly articulated benefits

Internal buy-in

Well-planned rollout

Slide 10 ©2011 GXS, Inc.

The GXS Solution Intelligent Web Forms + Expert On-Boarding

Slide 11 ©2011 GXS, Inc.

Full Spectrum of EnablersIntegration Solution Matching Requirements of Each Supplier

Fax MicrosoftOffice

WebForms

IntegrationBroker

EnterpriseResourcePlanning

Small Mid-Size Large

DesktopTranslator

SMBAccounting

Package

SOHO Very Small Small National Global

Size of Supplier

Medium

Complexity of B2B Enabler

MobileDevice*

* Future Release

Slide 12 ©2011 GXS, Inc.

Intelligent Web Forms

SMB-Friendly• Designed for SMBs that

have limited budget and resources for B2B

• No EDI or XML experience required

• No desktop software to install or manage

Easy and Configurable• Replicate any type of paper

form• Forms customizable for each

hub• Product lookup feature

ensures high data quality• Accessed via PC and

Internet browser• Register online in minutes

PDFDownload

DocumentTurnaround

File Upload and Download

Multi-lingualInterface

DocumentSearch

EDI/XMLTranslation

Hub’s B2BIntegrationGateway

Low Cost, Web-Based B2B Option for Small Businesses

TradingPartners

Slide 13 ©2011 GXS, Inc.

Expert On-Boarding100% Customer Enablement

Assign Program Manager

Define goal & metrics

Develop project plan

Education & Awareness for your customers (emails, webinars, training, …)

Program Overview for your internal personnel

Send program materials to your customers

Non-EDI enabled customers

EDI customers test with GXS

GXS provides weekly reports

You and GXS conduct regular status meetings

Provide on-going local language support to customers

Define requirements for support of ongoing growth

Transition toMaintenance Mode & Planfor Growth

On-BoardCustomers

Kickoff Program

Develop Program Material

Strategize & Plan

Slide 14 ©2011 GXS, Inc.

Case Study #1: Large Manufacturer Eliminates Paper with e-Invoicing and Advance Ship Notices

Slide 15 ©2011 GXS, Inc.

Old Manual Invoicing and Shipping ProcessLabor-Intensive, Slow, Error-Prone

Large ManufacturerSMB Customers

Slide 16 ©2011 GXS, Inc.

Automated Process with GXS

Large Manufacturer SMB Customers

Slide 17 ©2011 GXS, Inc.

2,000+ SMB Customers ImplementedWin/Win for All

• For Large Manufacturer– Eliminated paper– Greater efficiency in distribution centers–eliminated

need to print and affix invoices– Faster issue resolution– Faster payment

• For SMB Customers– Advance notice of shipments in-transit – Ability to save, email or print a soft copy of invoice and

packing slip – More timely access and visibility to invoices and

packing slips– Easily reconcile the invoice and shipment– Faster issue resolution– Enter world of electronic document exchange

• For Both:– Streamlined process– Fewer issues and delays– Faster issue resolution

Slide 18 ©2011 GXS, Inc.

Receiving Ship Notices and Invoices from Manufacturer1. Receive emailre: Document Arrival

2. Login to IWF 3. Check for Informational Messages

5. Click on Document to View/Print/Save

6. View/Print/Save4. Click Document Manager Tab

ACME

ACMECustomer 1

Slide 19 ©2011 GXS, Inc.

1. Receive Document Arrival NoticeAn e-Mail from GXS

From: noreply@gxs.comTo: Paul SmithCc:Subject: New Document Arrival

GXS Email Notification

A new document has just arrived in your Inbox.

Type of Document : ADVANCE SHIP NOTICESender : Manufacturer HubReceiver : Customer1Date : Version/release number : Document Reference : OG# 749778

You can access this document from your Inbox on GXS at:https://tradinggrid.gxs.com

NOTE: This e-mail is automatically generated. Please do not reply to this e-mail. Replies to this e-mail can not be answered.

If you have one contact for receipt of ASNs and another contact for receipt of invoices, you can set up additional email addresses.

Slide 20 ©2011 GXS, Inc.

2. Login to IWF

Enter your user ID and password

Slide 21 ©2011 GXS, Inc.

3a. Any New Messages?

The Message Center provides you access to messages:• From GXS – e.g., notice about maintenance window• From Manufacturer Hub – e.g., new document being added

Slide 22 ©2011 GXS, Inc.

3b. Obtain Quick Document Summary

Click “Document Manager” message type for a summary of documents you received from Manufacturer Hub:

- Number of new documents, total documents- Last received date & time

Slide 23 ©2011 GXS, Inc.

4. Click Document Manager Tab

Takes you to your Inbox…

Slide 24 ©2011 GXS, Inc.

5. Click on ASN You Wish to View

Status may be:• New — The message hasn't been opened yet• Read — The message was opened• Downloaded — The message contents were downloaded to your PC

Click on document to view

Slide 25 ©2011 GXS, Inc.

6. View and/or Print ASN ASN Contains Packing Slip Information

Click “Preview PDF” to prepare to view or print

ACME

ACME

Slide 26 ©2011 GXS, Inc.

6a. After “Preview PDF” You Can Print and/or Save

ACMEClick “save” icon to save

Click “print” icon to print

Slide 27 ©2011 GXS, Inc.

Back to Document Manager Inbox to View Invoice

Print

Click on invoice to view

Slide 28 ©2011 GXS, Inc.

View, Print and/or Save Invoice Electronic Invoice Looks Like Paper Equivalent

ACMEClick “Print Preview” to view as PDF in preparation to print or save

ACME

ACME CORPORATION

Slide 29 ©2011 GXS, Inc.

6b. After “Preview PDF” you can Print and/or Save Electronic Invoice Looks Like Paper Equivalent

Click “save” icon to save

Click “print” icon to print

ACME

ACME CORPORATION

Slide 30 ©2011 GXS, Inc.

Case Study #2: Large Manufacturer Eliminates Paper Orders

Slide 31 ©2011 GXS, Inc.

Major CPG ManufacturerElectronic Ordering from SMB Customers

The Company• Markets more than 100 consumer brands • Products manufactured in 15 countries and available

in more than 100

The Business Issue• Global SMB customers sending POs on paper,

requiring manual processing by manufacturer• SMBs sending POs via error-ridden Excel

spreadsheets―incorrect product, incorrect pricing, incorrect address

Slide 32 ©2011 GXS, Inc.

Major CPG ManufacturerElectronic Ordering from SMB Customers

The Solution• Internet Forms – Customers enter

PO via customized forms including business rules to validate accuracy

• Integration to Catalogue – Real-time requests to catalogue to deliver the latest product information relevant to customer’s buying profile while the customer is creating PO

• Hosted Translation – Forms are translated to manufacturer’s EDI format

• Creates PO using customized, pre-populated form

• Enters PO# and shipping date

• Completes form header using values from drop-down menus

• Enters item quantities

• Receives POs directly into EDI system

• Returns POA to Customer

Customer

• Calculates order totals and validates shipping selections

• Populates PO forms with customer-specific product info in real-time

• Translates into to CPG Manufacturer format

CPGManufacturer

Slide 33 ©2011 GXS, Inc.

1. Select Trading Partner and Document

Select trading partner

Select Order as document type

Click “Create” button

Slide 34 ©2011 GXS, Inc.

2. Complete Order Screen

Enter PO # Click for ship-to locationdrop-down list and select appropriate location

Slide 35 ©2011 GXS, Inc.

3. Complete Order ScreenUses Real-Time Product Lookup for This Customer

Complete contact details

Ship-to auto-filled

Select Dry/Refrigerated/Frozen product category to display products available for order for this customer – real-time product lookup!

ACME

ACME

Slide 36 ©2011 GXS, Inc.

4. Select Items and Quantities for OrderRules Ensure Compliance with Manufacturer Requirements

Select items and quantities to be ordered, requested delivery date, etc. and add items to cart

Customer receives alert for non-compliant entries –e.g., delivery date less than 10 days from now

ACME

Slide 37 ©2011 GXS, Inc.

5. Click Send to Validate and Send Order

Validating to ensure: • All required fields are

present • Products are still in this

customer’s catalog

ACME

ACME

Slide 38 ©2011 GXS, Inc.

6. Sent Orders Appear in Send Box

Status may be:• Saved — The message has been saved but not sent• Validated — The message was validated and sent

Slide 39 ©2011 GXS, Inc.

Why GXS for SMB Enablement?

A Complete B2B Solution• Single point of accountability• Machine-to-machine and Web Forms• Easily extensible to fax, Microsoft EXCEL

2007 integration, accounting package integration, or translators

Strong Community Management• Global reach into the Americas, Europe, and

Asia-Pacific• Expert on-boarding methodology• Tens of thousands of small and medium

businesses

Hosted, Service Model• Low-maintenance, hosted service• Ease of upgrading and expanding

functionality• Focus on your business

Slide 40 ©2011 GXS, Inc.

Thank You for Your Participation!For More Information…

Flash Demo:http://www.gxs.com/flashdemo/IWF-demo.swf?width=820&height=620

GXS web sites

US: www.gxs.com

EMEA: www.gxs.eu

ASPAC: www.gxs.asia.com

Japan: www.gxs.co.jp

Phones

US: 1-800-334-5669, option 3

EMEA: +44 (0) 1932 776047

ASPAC: +852 2884 6088

Japan: +81-3-5574-7545

Presenters:Rochelle Cohen, Rochelle.Cohen@gxs.com

Melanie Nuce, Melanie.Nuce@gxs.com