贝恩咨询-战略分析工具001

collaborative sharing of information and resources.
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Value Managed Relationships
What is a VMR?
A VMR is one procurement strategy to maximize cost savings and strategic value.
– capacity utilization dropping – consolidation in progress – many new plants looking for volume – historical industry price umbrellas
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Value Managed Relationships
• May require investment in
weak strategic business
• Focus driven by internal
incentives/ transfer prices
• Joint product design often at
odds
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Value Managed Relationships
A VMR creates a win/win relationship.
VMR Definition
A Value Managed Relationship (VMR) is a full partnership between a customer and a supplier.
Its goal is to maximize quality and minimize total system costs of doing business through
• Commitment to continuous improvement of tue Managed Relationships
VMRs have averaged 15% to 20% cost savings.
50%
Cost Savings as a Percentage of Spending
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Value Managed Relationships
VMRs can exceed the value of both traditional contracts as well as vertical integration.
Strategic Purchasing Options
Traditional "Arms Length" Approach
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Value Managed Relationships
A VMR, when appropriate, exceeds the value of all other types of relationships.
How Does a VMR Work?
• A Value Managed Relationship can exceed the value
A successful VMR will continue to create value as the relationship progresses.
Consolidate volume in longterm partnership
Added value leads to more reasons to
VMRs create value for suppliers.
Value Of VMRs—Supplier
• Larger volumes in fewer items
– longer run lengths and fewer set-ups – higher capacity utilization – learning curve benefits
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
• Product redesign • Material substitution • Volume discount • System cost improvement
Value-added / engineered level
Medium/low potential
No / Little opportunity (need to cluster)
– participants must share single goal of achieving lowest industry systems cost
– savings should be shared to provide mutual ongoing incentives to eliminate redundancies
VMRs are most effective in large dollar, high value added products.
• Large dollar purchase • 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:
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Value Managed Relationships
• VMR Concept • VMR Key Success Factors • VMR Sources Of Value • Bain VMR Process • Example • Key Takeaways
Agenda
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Value Managed Relationships
collaborate
Value Cycle
Ensures continued supply for buyer and capacity utilization for supplier
Joint efforts lead to system-wide benefits
for both
Increased pace of innovation leads to strategic benefits for
• Separate product design
• Single or small number of
suppliers, frequent communication
• Potential for customized
investment in facilities/equipment
• Long-term commitment
focused upon lowest total systems cost using value chain perspectives
• Joint product design and
cross functional participation
• In-house supply,
communication frequent
• 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
VMR
Vertical Integration
• Fragmented supplier base,
sporadic communication
• Investments based upon
manufacturer's needs
• Adversarial bid negotiations
to obtain lowest unit price
Value Managed Relationships
Author:
Sheila Dubin
December 1998
Value Managed Relationships Value Managed Relationships Objectives
After completing this module, you will be able to:
High Potential
• Volume discount • Some system cost
Low High
Moderate Potential
Purchasing volume (relative to total supplier sales)
Low
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Value Managed Relationships In Which Categories Are VMRs Most Effective?
both
Commitment and scale justifies joint investment in
cost savings and R&D/technology
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Value Managed Relationships
VMRs create value for the buyer.
• Higher quality and fewer rejects
Procurement Strategies
Competitive Bid
Value Managed Relationship
Short-term Contract /
Spot
Longterm Contract
“Partnership ”
True VMR
Sole Source
Vertical Integration
Where Are VMRs Appropriate?
VMRs are most appropriate where high volume and significant value added occurs.
High
• Product redesign
• Material
substitution
40%
30%
20%
Average Range 10%
• Understand VMR concept and application • Articulate types of cost savings opportunities created by VMRs • Use the Bain framework to conduct a VMR • Refer to real examples of Bain’s VMR process and success
Value Of VMRs—Buyer
• Superior service
• Partner in joint system cost reduction
• Innovation
• Technological expertise
– package performance improvements – spec consolidation – product redesign and materials substitution
• Pricing commensurate with larger, longer volume commitments
• Commitment to continuous improvement of the partnership
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Value Managed Relationships