贝恩咨询-战略分析工具

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In Which Categories Are VMRs Most Effective?
•VMRs are most effective in large dollar, high value added products.
• Large dollar purchase
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2020/12/10
贝恩咨询-战略分析工具
Value Managed Relationships Objectives
•After completing this module, you will be able to:
• 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
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•VMRs have averaged 15% to 20% cost savings.
Bain Experience in VMRs
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VMR Sample Agreement
•Although the value managed relationship can be sophisticated and complex, the results are quantifiable and simple.
•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 collaborative
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How Does a VMR Work?
•A VMR, when appropriate, exceeds the value of all other types of relationships.
• A Value Managed Relationship can exceed the value
– participants must share single goal of achieving lowest industry systems cost
– savings should be shared to provide mutual ongoing incentives to eliminate redundancies
– capacity utilization dropping – consolidation in progress – many new plants looking for volume – historical industry price umbrellas
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• VMR Concept • VMR Key Success Factors • VMR Sources Of Value • Bain VMR Process • Example • Key Takeaways
Agenda
a.tr
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Commitment and scale justifies joint investment in
cost savings and R&D/technology
Increased pace of innovation leads to strategic benefits for both
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•VMRs create value for the buyer.
• 源自文库igher quality and fewer rejects
Value Of VMRs—Buyer
• Superior service
• Partner in joint system cost reduction
• Innovation
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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
• Partner in joint system cost reduction
• Resources and stability to invest in technology
• Commitment to continuous improvement of the partnership
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• 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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Where Are VMRs Appropriate?
•VMRs are most appropriate where high volume and significant value added occurs.
•High
• Product redesign • Material
• Commitment to continuous improvement of the partnership
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a.tr
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•VMRs create value for suppliers.
Value Of VMRs—Supplier
• Larger volumes in fewer items
•No / Little opportunity (need to cluster)
• High Potential
• Volume discount • Some system cost
•Low •High
•Moderate Potential
•Purchasing volume •(relative to total supplier sales)
• 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
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
substitution
• Product redesign • Material substitution • Volume discount • System cost improvement
•Value-added / engineered level
•Medium/low potential
•Procurement Strategies
•Competitive Bid
•Value Managed Relationship
•Short-term Contract /
Spot
•Longterm Contract
•“Partnership •True
”
VMR
•Sole Source
•Vertical Integration
• May require investment in
weak strategic business
• Focus driven by internal
incentives/ transfer prices
• Joint product design often at
odds
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a.tr
• Technological expertise
– package performance improvements – spec consolidation – product redesign and materials substitution
• Pricing commensurate with larger, longer volume commitments
– 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
•VMR
•Vertical Integration
• Fragmented supplier base,
sporadic communication
• Investments based upon
manufacturer's needs
• Adversarial bid negotiations
to obtain lowest unit price
sharing of information and resources.
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What is a VMR?•
•A VMR is one procurement strategy to maximize cost savings and strategic value.
•A successful VMR will continue to create value as the relationship progresses.
Consolidate volume in long-term partnership
Added value leads to more reasons to
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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