Stratégie marketing achats

MAY 2015Buy Made Easy – 04 26 64 93 50 – [email protected] MAY 2015Buy Made Easy – 04 26 64 93 50 – [email protected]

NOM DE LA FAMILLE D’ACHAT

SOUS-TITRE

COMMUNIQUER UNE STRATEGIE ACHAT FAMILLE

mailto:[email protected]


MAY 2015Buy Made Easy – 04 26 64 93 50 – [email protected]

Commodity Market Strategy

1. Internal Context & Needs2. Worldwide Market analysis3. Targeted strategy4. Suppliers Qualification, Process & Cost comparison5. The Panel6. Action Plan

2



1. Internal NeedsTurnover, quantities, technologies involved, shares by sub-families and sites

Segment Characteristics

Shares of the family (%)

Yearly growth

Turnover

Users

Segment description

Segment 1

(Country…)

Segment 2

(Country…)

Segment 3

(Country…)

3



1. Internal NeedsSpecifications / Product / Service production: - Technology changes to come / Specific quality & logistic requests - Significant quantity changes for specific components or services - Out sourcing trends, Purchase to be done in LCC (targeted market share …)

4

Id Key drivers Comment

1 Leverage vendors’ lower cost structure

2 Leverage vendors’ technology expertise

3 Leverage vendors’ process expertise

4 Executive mandate to cut costs

5 Free up internal resources for more strategic processes

6 Shedding non-core operations

7 Cut the number of people on the payroll

8 Leverage vendors’ re-engineering skills

9 Remove fixed assets from our balance sheet

10 Could not handle the spikes and drops in processing volume

Order to D

isposal

Source: Forrester



Top 5 suppliers:Supplier 1:

Turnover, Net result, Employees, Growth, Geo coverage

Supplier 2Supplier 3Supplier 4

Segment 3: ..........

Supplier 1Supplier 2Supplier 3Supplier 4Supplier 5Others




Segment 1: ..........





Segment 2: ..........


2. Worldwide Market AnalysisCompanies, current and new technologies & services involvedCurrent main suppliers and new comersLevel of turnover per purchasing families and areasSupplier news and financial situation



Key Trends in the Market

Political Economic

Social Technology

6

2. Worldwide Market AnalysisCompanies, current and new technologies & services involvedCurrent main suppliers and new comersLevel of turnover per purchasing families and areasSupplier news and financial situationLevel of turnover per purchasing families and areas



2. Worldwide Market AnalysisCost drivers / Typical cost breakdown : - Which parameters push price evolutions and trends - Currency, Volume and Raw materials impacts - Typical cost breakdown

7

Cost drivers & Breakdown Supplier Sourcing & Access to Market


MAY 2015Buy Made Easy – 04 26 64 93 50 – [email protected] 8

Source: Stakeholder Interviews,12/2005 – 02/2006; Cap Gemini Analysis,-10/2005

Renegotiate deals with suppliers– e.g. rebates and indemnity limits

Develop strong relationships with preferred suppliers Establish incentives contracts Fees tied to work type e.g. fixed for transactional, value

based for litigation

Competitive tendering. Leverage scale to improve quality and

commercial benefits

Channel non-compliant spend through approved list

Allocate preferred suppliers for different types of work

Consolidate invoices Standard terms and conditions and discounted

pricing for all activities by each supplier Clear charging mechanisms

Re-engineer processes Review payment process

for solicitors, expert witnesses and expenses

Policy on use of Legal Services in order to reduce maverick spend and exposure to risk

Balance work completed externally vs. internally

Manage demand for varying types of work

Collaboration with other Business Units or countries

Implement framework agreements with QC’s

Fixed specification for transactional external solicitors’ work

Service Levels agreed for external solicitors

Manage relationship and associated risk of advice Share legal advice for potential duplications e.g.

Same kind of issue for different entities Negotiation of charges prior to work commencing

e.g. Fixed fees for small and routine cases

2. Worldwide Market AnalysisCost drivers / Typical cost breakdown : - Which parameters push price evolutions and trends - Currency, Volume and Raw materials impacts - Typical cost breakdown



3. Suppliers qualification process, cost comparison Qualification and evaluation process for suppliers all purchasing parameters combined Supplier mapping versus key needs / internal constraints

9

Key needs / internal constraints Weight Supplier 1 Supplier 2 Supplier 3 Supplier 4 Supplier 5

Shared

1. Area of Expertise

2. Internal knowledge

3. Key Account Manager

4. Capabilities

5. Number of expert

6. Prices

Customer specific

Geo specific

1. France

2. Europe

3. World

Total Out of 5



3. Suppliers qualification process, cost comparison RFQ and current main products price comparisons, current suppliers and worldwide offersBenchmarks with external buyers in terms of pricesStrategic levers to reduce costs

10

Strategic levers to reduce costs Potential Saving France Europe South

AmericaNorth

America Asia

Tender for panel

1. Benchmark rates

2. Billing models

3. Contractual terms

4. Supplier performance

5. Volume rebate

Management of disbursements

1. Standardise policy

2. Define reporting process

Define and standardise

delivery

1. Agree billing rates

2. Identify key suppliers

3. Review scheduled

4. Process for forecast

5. Design procedure

Channel external spend to in-house

or approved suppliers.

1. Corporate validation

2. Compliance policy

3. Implement reporting

4. Highlight non-panel spend

Total



4. Targeted StrategyInternal SWOT analysis

11

Strengths Weaknesses

Opportunities Threats



4. Targeted StrategyExplanation of Strategy : needs, market situation and cost comparisonRisk evolution in terms of supply failureAiming number of suppliers by type and segments

12



5. The Panel Panel and not Panel suppliers, A, B, C + Area status, In/out Panel versus previous strategy

13

Meet Suppliers & Launch Tender

29/03/2010

Shortlist suppliers

30/04/2010

…

Definition:• Current

situation• Needs• Constraints

Wah Hing Transformer Mfy LTD

Atelier ProtegeSagemSimplasticDeka Elektronik LTD STI

Shenzen Moso Power SupplyWeiMaoGlobal CircuitSanwall Electric Products CO LTD

Choon Nang Elect. APPLI. MFY. LTDEM MicroelectronicTelefield LTDEPCOSGerhard Kurz GMBHPanteneEPIQ Varitronix FranceH3 TechnologyGroupe

VS Technology Industry Park CO LTD

Del

511

113

58 000

606 91

3

-

-

-

-

0,0%

-

0,0%

35 739

2,8%

73

9

-

0,0%

-

5 116

6,0%

5 11

6

-

-

-

8 791

2,4%

8 79

1

13 750

4,0%

13 75

0

-

-

86 141

4,8%

86 14

1

63 194

2,4%

63 19

4

66 185

58 000

3,2%

124 18

5

-

177

891

2,8%

177 89

1

92 106

1,6%

92 10

6

Target

Included in budget

Savings % vs TO

Target savings Electronic (€)

Supplier

March 2010

April 2010

May 2010

February2010

Definition Tender Decision

Quality test and internal validation

Meeting with internal customers

19/05/2010 Price

Negotiations

June 2010

Shortlist Negotiation

XX consolidated suppliers

XX invited suppliers

XX suppliers in the shortlist X suppliers

Panel Definition PANEL A

XX invited suppliers

k€ k€2010 2011

k€Net saving



5. The PanelStrengths and weaknesses of Panel suppliersPanel suppliers vs. strategic leversSuppliers know and How per technologies or services

14

Supplier 1

Strengths

Weaknesses

Opportunities

Threats



0%100%

100%

PanelPotentialRemove

15

Cost competitiveness Compliance with needs commitment Financial health Ability to work on a

“partnership” process Reporting

Capabilities

Volumes purchased Mix of services Quality of services

Competitive levers

5. The PanelStrengths and weaknesses of Panel suppliersPanel suppliers vs. strategic leversSuppliers know and How per technologies or services



RADAR

Turnover, Internal WeightNet result, Payment terms,Certifications (ISO…)Employees, Growth, Geo coverage,Contract timeline.

Supplier1: ..........

5. The PanelCurrent and targeted suppliers turnover and market sharesSuppliers know and How per technologies or servicesSupplier’s turnover and weight, Supplier Evaluation, Purchasing contract signed, ISO 14001, ECO V7, Payment terms

RADAR


Supplier1: ..........

RADAR


Supplier1: ..........

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6. Action PlanWhat – Who – When in order to match the targeted strategy and the Panel

17

Q1 2010 Q2 2010 Q3 2010 Q4 2010 2011 2012

Milestones / Key events / Key planned achievements

France

Europe

South America

All segments

Saving milestones

Asia

North America

Worldwide Panel CommunicationLegal and Purchasing Dpt Control

Legal ControlNew Tender

Panel ImplementationQuarterly Review & Adjustments

SPR

Panel Implementation




SPR

Control

Control

Control

Control

Control

Control

Activities



6. Action PlanAggregation / Standardisation / Globalisation / Total Cost of Ownership / Other levelsMain savings to conduct, “Easy track” extract

SdjnvfImpacts on Value Chain / Cost Structure

SdjnvfHow to leverage?

SdjnvfExpected savings

SdjnvfKey Success Factors

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