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1、,Category Profile (SPD-PS002a) Vendor Market Analysis MRO,Issue Date 10/1/06,SPD-PS002a,游赫吠簿旺慰氏癸蒂遁池氖涤回那燃粳珍脏雪魂祭栗责烁卧开驶诸赁肺峡科尔尼咨询Kearney VendorMark tAnalysis GuidelineHow to understand the supply market makes your job easier,Index,Overview and introduction 3 Approach and Analysis 6 Example Vendor Market
2、 Analysis 12,Section Page,蛙解弗厦挑涡刨表炳茁份甫笋艰坡葬乞既退硼案朝羽拓倾贵属豹粱桌蹋厦科尔尼咨询Kearney VendorMark tAnalysis GuidelineHow to understand the supply market makes your job easier,Vendor market analysis is the first step of the strategic sourcing process,What is a vendor market?,Why do we study the vendor market?,To dev
3、elop a broad understanding of the vendor Market To develop insight as to how the economics, business dynamics, and industry trends directly impact sourcing efforts To understand the key dynamics of a particular vendor market and the competitive situation that the Vendors in this market face To ident
4、ify key players in the market To make our sourcing strategy and negotiations tactics more robust,A vendor market is a group of firms that produce products that are close substitutes The market (s) in which a Vendor competes,聊邢查刁兵餐瓮螺霸匙嚎础疆猜第梳澜翌织侣赏晃伦舌逝捅星熏侯恩屉腿科尔尼咨询Kearney VendorMark tAnalysis GuidelineH
5、ow to understand the supply market makes your job easier,Vendor Market Analysis helps answer some of the key questions that arise when selecting sourcing strategies,厂悲捞咕结炳离排甚抑唇午缴翘动寨耙着冰鬼帆着赵裤内罕私陵换旋诣挡科尔尼咨询Kearney VendorMark tAnalysis GuidelineHow to understand the supply market makes your job easier,Ve
6、ndor Market Analysis,Overview and introduction 3 Approach and Analysis 6 Example Vendor Market Analysis 12,Section Page,吱者慧池廉诀匹佛村厄触斑训咨鲁待裸缝渊键赊裂弄拍朝哈银忽不笑绍蹈科尔尼咨询Kearney VendorMark tAnalysis GuidelineHow to understand the supply market makes your job easier,Completing a vendor market analysis involves ga
7、thering data, analyzing the information and drawing conclusions that can be applied to the sourcing strategy,Gather Facts,Identify key relationships,Synthesize insight,Report for Bottom-line results,Data Universe,Formulate data needs Submit data requests to suppliers/SMEs Develop key questions list
8、for clarification Obtain Vendor profiles from secondary sources,Study Industry /market segmentation Analyze Porters Five Forces Conduct SWOT analysis Economic analysis Financial analysis,Develop view of overall market Identify Vendor positions Identify trends Identify industry growth patterns Summar
9、ize insights,Transform insight into an actionable plan and then carry out the plan to achieve results,Activities,好蔡绍笋冲臻臂喷门嚏椅摇洛骗仔神腕辅谋雹腆敞莽侈喝览楚抨氓磅吃艺科尔尼咨询Kearney VendorMark tAnalysis GuidelineHow to understand the supply market makes your job easier,The first step in vendor market analysis is to gather
10、a comprehensive fact base,Hoovers,ProQuest,酵衷埔蕴熄娇撼狈人雍搔院罗惟贡皂座佐彰槐浇尉卫伴铣卞且思漆初物纲科尔尼咨询Kearney VendorMark tAnalysis GuidelineHow to understand the supply market makes your job easier,Next, analyze facts to derive key relationships and driving forces in the market,Industry segmentation1,Porters 5 forces1,No
11、tes: (1) See Example vendor market analysis for details,Target market,纳沿秃鲜住悸悍杰罚箱逢鬃熏闺媚卧蓉缴蹲攘储叹笺氯桶铺赠奇炼挖饼众科尔尼咨询Kearney VendorMark tAnalysis GuidelineHow to understand the supply market makes your job easier,Synthesizing insights expands overall knowledge that can be transferred to an actionable plan,Sou
12、rce: American Iron and Steel Institute (AISI) Industry comparisons, Standard & Poors Report, A.T. Kearney analysis,Identify key industry trends Growth patterns View of overall market Vendors position in the market,Industry analysis,Company Analysis,酚胶俯桓朵绽回沫数互当顾坚靖慌佬潮档租沏噪乞橇包儿龟虐隆剪忠踏株科尔尼咨询Kearney Vendor
13、Mark tAnalysis GuidelineHow to understand the supply market makes your job easier,Lastly, a vendor market analysis report is created with all the elements that help drive bottom-line results in strategic sourcing,Source: ATKPS Knowledge Management, September 2005,汪最鞋俱圣俊济嘘斌照予骡炒寸垂杖猪师蒲云涸妮丈馒茫政凶积澜腺摆瞧科尔尼咨
14、询Kearney VendorMark tAnalysis GuidelineHow to understand the supply market makes your job easier,Vendor Market Analysis,Overview and introduction 3 Approach and Analysis 6 Example Vendor Market Analysis 12,Section Page,泵埋夷眨啦故刃垫僳窘汁囱粱哇焊浸疟茂舌匿傅凄祟辉掸劲侯货国乐煽伪科尔尼咨询Kearney VendorMark tAnalysis GuidelineHow to
15、 understand the supply market makes your job easier,MRO-Executive Summary,The MRO supply market analysis indicate that there is a large supplier base in a low growth, fragmented industry National suppliers may offer more value than regional suppliers Foreign suppliers should be considered in RFI/RFP
16、/supplier negotiations There is opportunity to improve buyer power by using other parts of the Value Chain (National Distributors or manufacturers) MRO distribution market is estimated at over $350 Billion Opportunities exist to modify MRO spending patterns to follow industry trends toward consolida
17、tion, specialization and total cost focus Possibility to consolidate and leverage spend The supply base has the capability to provide multiple product lines Analysis of the MRO cost structure indicates many opportunities for improvements Changing specifications can reduce cost,Executive Summary,低代孺厄
18、环润函价缘状抱钙吉荔荡员顿津绘洞联蔗摈听韦棱耪捆轰裳冀桐科尔尼咨询Kearney VendorMark tAnalysis GuidelineHow to understand the supply market makes your job easier,MRO-Current Situation in Marketplace,Volume Concentration,Global Sourcing,Product Specification Improvement,Joint Process Improve-ment,Relationship Restructuring,Best Pric
19、e Evaluation,Strategic Sourcing,Market Overview,绞剔兴奖搽硒狄狡渴川洗哨芳钦齿赢抉劫弗毒谭社衔真痉大忿滑歇卵议睬科尔尼咨询Kearney VendorMark tAnalysis GuidelineHow to understand the supply market makes your job easier,MRO-Market Segmentation,Source: A.T. Kearney analysis,Market Overview,代毕替挂钟悸诡芜捅憨践饶培筛徒哭肢琵奎规先盎圾唾努绎叫嘲竭郑楚线科尔尼咨询Kearney Vend
20、orMark tAnalysis GuidelineHow to understand the supply market makes your job easier,MRO-Five Forces Analysis,Sources: Industry reports, A. T. Kearney analysis,Key Take-Away Overall, the supply market analysis indicates that there is an opportunity to consolidate and leverage spend,Force of Effect 1
21、Low 5 High,Market Overview,掇楷魂荤忠货钥促榨腾琳妓蹦射俺伸嚷弟炮艰勋禹覆梗泼偿徊肛靳出对丸科尔尼咨询Kearney VendorMark tAnalysis GuidelineHow to understand the supply market makes your job easier,Consolidation Among Suppliers Through Acquisition And Alliances,Customer Focus On Total Cost Instead Of Price,Customers Reducing Vendor Base
22、,Number Of MRO Suppliers,Procurement Inventory costs Service/availability Price,Product Availability,Differentiation Among Suppliers Based On Service And Technical Capabilities,EDI/ Electronic Catalogs,Technical Support,Inventory Management,MRO-Vendor market trends,Market Overview,咱坪风妨弘空启袖抉夫拧咒频溪寝馒抖寻
23、赞欺遍绕哄器荤丁谴郁署铁诈乌科尔尼咨询Kearney VendorMark tAnalysis GuidelineHow to understand the supply market makes your job easier,Top 100 distributors,90,000+ distributors 89.2%,10.8%,Total market volume estimated at $350 B per year,Source: Industrial Distribution Magazine, Modern Distribution Management, A.T. Kea
24、rney analysis,U.S. MRO Distribution Market,MRO-Distribution market,Distribution Market,绞懒边香徽戌吭琉鼠酗盟菌晋猫众塌剥诧即盂炙挞凯矛礼户瑚大乘皑朵袜科尔尼咨询Kearney VendorMark tAnalysis GuidelineHow to understand the supply market makes your job easier,Demand Management,Unit Cost Reduction,Buying Power Leverage,Product/Service Spec
25、ification Rationalization,Business Processes/ Labor Efficiency,Total Cost Levers,Transactions/Systems,Compliance/Shrinkage,Material/ Service Cost,Inventory Carrying Cost,Labor Cost,Indirect/MRO Overhead 10 to 15 Percent Total Cost,Process and Systems Costs,Total Cost,Purchases of Material/ Service 8
26、5 to 90 Percent Total Cost,Redeployment of Inventory,Inventory Visibility Through IT,Increased Use of Manufacturing Warranties,Identify means to reduce demand through rationalization and/or substitution,Compare “total” costs Renegotiate prices and model “should-costs” Unbundle pricing,Consolidate nu
27、mber of suppliers Pool volume across units and combine volume from different commodity categories Redistribute volume among suppliers,Conduct product value analysis and engineering Substitute materials Pursue system buying alternatives Optimise life cycle costs,Reengineer joint processes Share produ
28、ctivity gains Integrate logistics Support supplier operations improvement,Establish/develop key suppliers Develop integrated supply chain Supercharge process with consistent technology platform,Monitor compliance through IT Reduce costs further by increasing volumes,Dispose of long-turn inventory to
29、 suppliers Reduce downtime,Manage inventory across entities Share inventory across sites Reduce downtime caused by lack of parts,Implement process to improve warranty use Reduce downtime through improved service,Source: A.T. Kearney analysis 2005,MRO-Cost structure,Cost Structure,域推泌奶撞鹰屠瞥旅霜稼拴硬腕冯路胎笛扩
30、呻筋钵抱电禹褥陛交份募逸撼科尔尼咨询Kearney VendorMark tAnalysis GuidelineHow to understand the supply market makes your job easier,MRO-Example of major vendors and capability,Major Players,忌韩陆调雷道让尹逝沉帝嘱谁垣韦醉央虐出捏锌钧碍砾饼铱众赦铝览浚蹬科尔尼咨询Kearney VendorMark tAnalysis GuidelineHow to understand the supply market makes your job ea
31、sier,MRO-Example Vendor Profile Graybar Electric Company, Inc,Canada,US,Mexico,Puerto Rico,Vendor Profile,羌捻嗅予哟彭骸又忘搽愤远雕替貌藐伏炬韶盗畅络诧撂吗热致给亢墅桩衡科尔尼咨询Kearney VendorMark tAnalysis GuidelineHow to understand the supply market makes your job easier,Canada,US,Mexico,MRO-Example Vendor Profile W. W. Grainger, I
32、nc.,Vendor Profile,惕杉莎窄彦泰府毒婪晦千杨问铰园均需苯府鸭酝嵌尸谭绰喷役催侦挪凶膏科尔尼咨询Kearney VendorMark tAnalysis GuidelineHow to understand the supply market makes your job easier,Canada,US,Mexico,Singapore,UAE,Scotland,UK,Nigeria,MRO-Example Vendor Profile WESCO International, Inc.,Vendor Profile,捐菏瘩春馈为觅盾太褐熔吵擅厩容镁乎阴一捶购今尧独弱裸捷叉失乡免淑科尔尼咨询Kearney VendorMark tAnalysis GuidelineHow to understand the supply market makes your job easier,