Business case: Maximising performance with Manutan EXPERT products

Discover Manutan EXPERT, Manutan’s own brand, which offers you quality products at the best price. This allows you to operate efficiently while reducing your costs. Here is a concrete example with the case of an aerospace company that we supported in optimising its product selection. By increasing its use of Manutan EXPERT products, it managed to achieve £13,700 in savings.

Manutan EXPERT: The best, at the best price

The Manutan Group created its own brand called Manutan EXPERT to meet your needs, regardless of your company size, and support your performance through a wide range of professional equipment, spread across different product categories.

At Manutan EXPERT, we offer you a strategic alternative to what the market offers thanks to our products displaying excellent value for money. We are on average 20% cheaper than premium ranges, with a similar quality level. In addition, all our products are covered by an up-to-10-year guarantee, except for PPE and electrical products, which benefit from a 3-year guarantee.

There are commonly three range levels in the market:

• Premium: These products are high quality, at high prices. They are mostly branded items that are exclusive or have additional features.
• Mid-range: These products offer good value for money and are sold 10% cheaper than premium products.
• Entry level: These products meet basic needs but are sold 20% cheaper than premium items.

In addition to this trio, there are private labels, such as our Manutan EXPERT brand. Their positioning is interesting for you as they offer a quality level similar to premium ranges but at a more affordable price.

In addition to our competitive pricing, at Manutan EXPERT we combine expertise, reliability and sustainability. All our products are carefully selected by our teams from our strong network of suppliers. On top of being regularly audited by us, they have all adhered to our ethical charter. We also promote durable practices: Find in our catalogue a large number of sustainable and/or made in Europe references.

At Manutan, a product is considered “sustainable” when it is made of at least 25% recycled material and/or has been awarded a recognised environmental label and/or is second-hand (used or reconditioned products). Another of the group’s sustainable commitments is enabling its clients to purchase spare parts and providing circular services such as the collection and recovery of electronic equipment and furniture.

Case study with an aerospace company

Our case study focuses on a company in the aerospace sector, which spends over £800,000 on equipment. It also uses a P2P solution and has a Punch-Out catalogue that includes our Manutan EXPERT range.

Analysing data

The lead buyer contacted his sales manager to optimise the company’s product selection. To support him, our experts began by analysing the product ranges purchased by the company over the past twelve months.

It emerged that it mostly bought premium (35%) and mid-range (30%) references. Next came our Manutan EXPERT products (27%) and entry-level equipment (8%). The company’s internal customers were therefore already familiar with our Manutan EXPERT range.

We then studied the characteristics of these products to offer possible Manutan EXPERT substitutes. In total, we found that 6.5% of the references could be replaced. As the replacement products that we identified were cheaper, it appeared that the company could expect overall potential savings of over £19,693!

Number of references purchased 2,652

Number of substitutable references 172

% of substitutable references 6.5%

 

Total expenditure £793,151

Actual expenditure with substitutable products £71,064

Potential expenditure with substitute products £50,974

Potential savings £20,090

Defining and implementing the action plan

First, the lead buyer asked the internal experts at his company to confirm the potential for substitution offered by our Manutan EXPERT products. This proposal was validated, attesting

to the validity of our analysis. The company then integrated it into the existing offering on its Punch-Out solution.

It was then time to inform and raise awareness among the various stakeholders within the company, an extremely important step. To promote this new offering, the lead buyer organised a webinar for local buyers in which we presented our Manutan EXPERT brand. In addition to the benefits offered by our products, we showed them how to easily find our equipment in their e-catalogue to anchor this practice into their daily lives.

After that, the lead buyer communicated more widely with users. To do this, an email campaign was orchestrated to explain the positioning of our Manutan EXPERT brand and the benefits it offers in terms of cost optimisation.

Lastly, we set up a dedicated “shop-in-shop” for Manutan EXPERT at the heart of the company’s Punch-Out. This e-boutique has all the key references of our brand, making them accessible to all users.

Monitoring and improvements

As this action plan is part of a continuous improvement approach, we have set up a monitoring system in the form of quarterly reporting. This is how we control activity with the lead buyer and can initiate corrective actions together when necessary.

What were the results?

One year later, the company reduced its use of premium (33%) and mid-range (27%) items in favour of our Manutan EXPERT products (32%). Purchasing of entry-level equipment remained stable.

Thanks to our support, the company was able to optimise its product selection and achieve £13,700 in direct savings. These initial results are promising, knowing that the operation will continue to bear fruit in the long term.

This customer case highlights the added value that our Manutan EXPERT brand brings to companies. By offering them everyday, high-quality products at a competitive price, we position ourselves as a strategic alternative. The companies that place their trust in us derive tangible benefits since the savings achieved are directly valued in their income statements. These gains can then be reallocated to development projects.

Explore our Manutan EXPERT product range