【正文】 0% 25% Imperfect Competition 70% of the transactions fall under markets characterized by imperfect petition. 78 Market Intelligence ? What is the market petition, . pure, monopoly, imperfect? ? What market activity is happening? consolidation, deregulation, new technology, etc. ? What is the current market size? ? What is the market growth rate? ? What segments exist in this market? ? What share in these market segments do you hold? 79 Supplier Intelligence ? Company Ownership ? Company Size: number of employees, plants ? Growth Rate ? Major Competitors ? Competitive Edge: price, quality, design? ? Major customers, percentage of pany revenue ? Management Philosophy ? Raw material cost as % of Cost of Goods Sold ? Source for raw materials: make vs. buy ? Quality Systems, quality certifications, quality rate: PPM ? Delivery Performance: % on time delivery ? Technical Partnership, Product Development experience ? Number of sales and PD staff, enough to meet customer’s needs? ? Capacity management 80 Competitive Advantage Matrix ? Does the buyer or the seller have the advantage in the market? Element StatusAdvantageBuyerBalancedStrengthAdvantageSupplier Statusmarket petition High Lowno. of suitable suppliers Many Fewmarket growth rate Low Highsupplier growth rate High Lowalternative products Exists Noneknowledge of supplier cost breakdown High Lowattractiveness to supplier High LowOVERALL ASSESSMENT81 Supply Positioning Supply positioning allows you to segment the total spend and establish different objectives for each segment. Supply positioning is based on two elements: 1. Relative value purchase value as a percentage of total spend in the modity category 2. Risk of Exposure or level of petition number of suppliers in the market, quality level 82 Supply Positioning Strategic Security Secure Supply Strategic Critical Contingency Planning Tactical Acquisition Streamline The Process Tactical Profit Drive for Profit Risk or Exposure High Low High Low Relative Value 83 Supplier Preference While supply position is the buyer’s assessment of the vendor’s importance, supplier preference is how the supplier sees the buying side. How important is this customer to the pany’s overall business? 1. Relative value: the customer’s purchase value as a percentage of vendor’s total sales account 2. Level of Attraction: profitability, ease and frequency of munication, patibility 84 Supplier Preference DEVELOPMENT CORE NUISANCE EXPLOITABLE Relative Value Level of Attraction High Low Low High 85 Tactical Synthesis ? Tactical Synthesis integrates the two perspectives of Supply Positioning and Supplier Preference to e up with purchasing strategies. ? Elements of consideration: ? Contract Type/Duration: shortterm vs. long term ? Transaction Management ? Inventory Holdings ? Relationship Type ? Bid Process: Single Bid, Open Bid ? Risk Level ? 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