The figures speak for themselves: "For the product groups that we already purchase via the platform, we achieve savings of 20 to 25 percent in some cases," reports Florian Weiss, F&B Cost Controller at Geisel Privathotels, Munich. "We would never have thought that possible before." The key to success is a cooperation between seven leading private hotels in Upper Bavaria on the initiative of Geisel Privathotels, which is probably unique in the German hotel industry to date: they pool their purchasing volumes via an internet-based purchasing platform from the IT consulting and software company jb-x-group from Passau. This enables them to achieve better purchasing prices - while maintaining the same level of quality, mind you. Some of the best-known hotels in this exemplary network are Schloss Elmau in Garmisch-Partenkirchen, the Sonnenalp Hotel & Resort in Ofterschwang and the Königshof in Munich.

There is no question that the economic success or failure of a hospitality company is strongly influenced by the purchasing conditions. This is why individual establishments in a hotel chain usually buy together in order to obtain better conditions. Individual businesses with smaller procurement volumes are often in a weaker negotiating position with suppliers. One possible way for them to achieve better prices is to join a purchasing cooperative, for example. For the seven cooperation partners of the Bavarian network, however, this solution was not (or no longer) satisfactory for various reasons: "Compared to membership of a purchasing cooperative with less transparent processes, our forward-looking organizational model gives us a clear advantage thanks to our low administrative costs," says Florian Weiss.

In the initial phase, mainly food (dry goods), drinks and non-food items were purchased via the platform, with fresh meat, fruit and vegetables now following in the next step. In the long term, all product groups, including electricity, insurance and telecommunications, for example, are to be purchased via the jb-x platform. Franz Küblbeck coordinates supplier days, at which up to eight companies proposed by the cooperation partners present themselves every two months. "If the qualities and conditions are right, the supplier provides a digital catalog that is entered on the platform," reports Franz Küblbeck. "Each house has a customer number that is stored for the respective supplier. The user can compare prices and place orders via individual user IDs (e.g. chef, service manager, housekeeper, etc.). They also have the option of viewing further information about suppliers, articles and orders via reports."

"We want to achieve fair prices and, in return, give suppliers the opportunity to increase their sales," says Thomas Kösters, Commercial Director of Geisel Privathotels and member of the jb-x-net cooperation advisory board. IT-based purchasing does not incur any costs for the suppliers; there is also no obligation for reimbursement; negotiated prices are net prices. "We want to optimize our purchasing independently and autonomously, which is why we bear the costs of the jb-x SRM Suite," emphasizes Klaus King, F&B Manager at Sonnenalp Hotel & Resort. He emphasizes the open communication about prices and conditions among the partners right from the start, without which the development of the platform would not have been possible. What's more, non-purchasing topics such as concepts and employees are now also discussed in the network.

The jb-x platform wants to grow in the future - not only by adding more suppliers and product ranges, but also by using modern tools such as a shopping app for cell phones. Growth is also targeted at member level. Additional hotels in the four- or five-star segment are approved by the cooperation advisory board. The committee also monitors compliance with the established guidelines for the protection of hotels and suppliers.

AT A GLANCE

Purchasing platform from hoteliers for hoteliers

Objectives: To pool purchasing volumes independently of purchasing cooperatives/purchasing cooperatives, enter into joint negotiations with suppliers, purchase more effectively, reduce procurement costs
Service provider & provider of the web-based purchasing platform:
jb-x business solutions GmbH, Passau
Financing: monthly fixed contribution, paid by the participating hotels

Hotels currently involved:
* Sonnenalp, Ofterschwang
* Schloss Elmau, Garmisch-Partenkirchen
* The Kranzbach, Kranzbach
* Geisel Hotels, Munich (Anna
Hotel, Hotel Königshof, Hotel Cosmopolitan, Hotel Excelsior

Cooperation Advisory Board
l Thomas Kösters, Geisel Privathotels
l Klaus King, Sonnenalp GmbH
l Dr. Jakob Edinger, Kranzbach GmbH

Cooperation management/contact:

Dipl.-Kfm. Joachim Braun

Mail: joachim.braun@jb-x-group.com
Net: www.jb-x-group.com

3 questions for...

Jochen Schreieck, Kitchen Director of the Sonnenalp in Ofterschwang, on new approaches to purchasing management

For almost a year now, Sonnenalp and seven other top hotels in Upper Bavaria have been making purchases via the online platform of the Passau-based jb-x-group. Why?
Schreieck: Because we want to have the best products at the best prices. By bundling the purchasing volumes of currently seven top stores in Upper Bavaria, we achieve very good conditions and benefit from the purchasing experience and supplier contacts of our colleagues.
Don't you miss the contact with the suppliers?
Schreieck: The telephone conversation has not been completely eliminated - of course we are still in personal contact with the suppliers to discuss goods, quality and packaging as required. But the paperwork that used to be involved in comparing offers via flyers or printouts and ordering by phone is increasingly a thing of the past.
What are the biggest differences to the previous purchasing procedure?
Schreieck: People now use their computers much more intensively and compare prices effectively and quickly online via the platform. By clicking on the product you are looking for, you can immediately see who has the cheapest in the desired quality. It then goes into the shopping cart and the order is sent off with a click of the mouse. Within five minutes, you receive confirmation that it has arrived. There are no more misunderstandings as there used to be on the phone or by fax. It makes work easier and saves you filing. I am convinced that this way of shopping is also the future for us chefs.