• Separate product design
• Single or small number of
suppliers, frequent communication
• Potential for customized
investment in facilities/equipment
• Long-term commitment
collaborate
Value Cycle
Ensures continued supply for buyer and capacity utilization for supplier
Joint efforts lead to system-wide benefits
for both
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•VMRs create value for the buyer.
• Higher quality and fewer rejects
Value Of VMRs—Buyer
• Superior service
• Partner in joint system cost reduction
• Innovation
• May require investment in
weak strategic business
• Focus driven by internal
incentives/ transfer prices
• Joint product design often atoddsPPT文档演模板
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focused upon lowest total systems cost using value chain perspectives
• Joint product design and
cross functional participation
• In-house supply,
communication frequent
• A Value Managed Relationship can exceed the value
potential of both vertical integration and traditionally negotiated "arm's length" transactions:
– a consolidation of purchases to one or few suppliers who are capable of maintaining long term competitive economics, high quality and efficient delivery
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Strategic Purchasing Options
•VMRs can exceed the value of both traditional contracts as well as vertical integration.
•Traditional "Arms Length" Approach
Commitment and scale justifies joint investment in
cost savings and R&D/technology
Increased pace of innovation leads to strategic benefits for both
贝恩咨询-战略分析工具001
– participants must share single goal of achieving lowest industry systems cost
– savings should be shared to provide mutual ongoing incentives to eliminate redundancies
• High level of value-added cost in product
• Fragmentation across many divisions and suppliers
• Client represents significant part of industry output
• Industry competitive intensity high:
• Commitment to continuous improvement of the partnership
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贝恩咨询-战略分析工具001
•VMRs create value for suppliers.
Value Of VMRs—Supplier
• Larger volumes in fewer items
•Its goal is to maximize quality and minimize total system costs of doing business through collaborative
sharing of information and resources.
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•VMR
•Vertical Integration
• Fragmented supplier base,
sporadic communication
• Investments based upon
manufacturer's needs
• Adversarial bid negotiations
to obtain lowest unit price
贝恩咨询-战略分析工具001
•VMRs have averaged 15% to 20% cost savings.
Bain Experience in VMRs
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Average Range 贝恩咨询-战略分析工具001
VMR Sample Agreement
•Although the value managed relationship can be sophisticated and complex, the results are quantifiable and simple.
•No / Little opportunity (need to cluster)
• High Potential
• Volume discount • Some system cost
•Low •High
•Moderate Potential
•Purchasing volume •(relative to total supplier sales)
• Technological expertise
– package performance improvements – spec consolidation – product redesign and materials substitution
• Pricing commensurate with larger, longer volume commitments
贝恩咨询-战略分析工具001
•A VMR creates a win/win relationship.
VMR Definition
•A Value Managed Relationship (VMR) is a full partnership between a customer and a supplier.
substitution
• Product redesign • Material substitution • Volume discount • System cost improvement
•Value-added / engineered level
•Medium/low potential
贝恩咨询-战略分析工具001
What is a VMR?•
•A VMR is one procurement strategy to maximize cost savings and strategic value.
•Procurement Strategies
•Competitive Bid
•Value Managed Relationship
– longer run lengths and fewer set-ups – higher capacity utilization – learning curve benefits
• Stable long term demand
• Sharing in buyer’s strong commitment to future growth
• Partner in joint system cost reduction
• Resources and stability to invest in technology
• Commitment to continuous improvement of the partnership
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•Low
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贝恩咨询-战略分析工具001
In Which Categories Are VMRs Most Effective?
•VMRs are most effective in large dollar, high value added products.
• Large dollar purchase
•A successful VMR will continue to create value as the relationship progresses.