【正文】 C *100 100136941369112188050100150Indexed Cost and QualityNew Designs Indexed Quality Indexed Cost Value engineering identified three new product options that increased quality and reduced cost. *Protypes developed jointly with supplier Disguised example Value Engineering— Example Value Managed Relationships 30 Before VMR (5 Quality Control FTEs) After VMR (3 Quality Control FTEs) Supplier Customer Joint Quality Control Customer Direct to packaging operations = QC inspection personnel In this example of systems cost VMR, the supplier and Bain client eliminated redundancy and saved 40% of quality control costs. To packaging operations Ongoing Feedback to Vendor Systems Costs— Example Value Managed Relationships 31 Sy s tem C os tVa lu e En gi ne erin gV ol um e/Scale Ec ono m ics19%0%5%10%15%20%Percent of Total CostsOverall, this client achieved a 19% cost reduction through the VMR example shown. Summary of Cost Savings— Example Value Managed Relationships 32 1 2 30%20%40%60%80%10 0%Savings Captured?Volume/price savings and some level of value engineering/ quality benefits are realized very early in the relationship ?Additional value engineering savings and system cost reductions are more likely to e later Bain experience has found that the value from VMR is developed over several years. Years into VMR Value engineering and quality improvement System cost reduction Volume/price effect Typical Timing Value Managed Relationships 33 ?VMR Concept ?VMR Key Success Factors ?VMR Sources Of Value ?Bain VMR Process ?Example ?Key Takeaways Agenda Value Managed Relationships 34 Identify VMR Opportunities Understand Industry Cost Structure Select VMR Candidates Obtain Top Management Commitment Identify Specific Cost Reduction Opportunities Implement VMR Opportunities Track VMR Savings ? Select products for VMR based on purchasing volume and valueadded ? Analyze industry economics to develop savings hypotheses ? Analyze suppliers to select best VMR candidates ? Ensure senior management of client and supplier are fully mitted ? Conduct analysis to prove hypotheses and quantify savings opportunities ? Formalize relationship and implement opportunities ? Track progress of savings and relationships VMR Process Value Managed Relationships 35 EXAMPLE Identify VMR Opportunities Understand Industry Cost Structure Select VMR Candidates Obtain Top Management Commitment Identify Specific Cost Reduction Opportunities Implement VMR Opportunities Track VMR Savings VMR Process Value Managed Relationships 36 This matrix will help you prioritize which opportunities are most appropriate for a VMR. No/Little Opportunity (need to cluster) High Low Low High Purchasing Volume (Relative to Total Supplier Sales) ValueAdded/Engineered Level ? Product redesign ? Material substitution ? Volume discount ? System cost improvement ? Volume discount ? Some system cost ? Product redesign ? Material substitution Moderate potential High potential Medium/low potential Purchasing Category Priority Value Managed Relationships 37 Because the VMR process is lengthy and time consuming, qualitative issues must also be evaluated in selecting where to implement a VMR. ?Suppliers and client anizations must be willing to –work closely together –mit management time and effort –prioritize success of VMR ?Top management of supplier and client must have authority to cover full scope of VMR ?Balance amount of cost savings with level of sensitivity associated with product category Purchasing Category Selection Value Managed Relationships 38 Identify VMR Opportunities Understand Industry Cost Structure Select VMR Candidates Obtain Top Management Commitment Identify Specific Cost Reduction Opportunities Implement VMR Opportunities Track VMR Savings VMR Process Value Managed Relationships 39 Understanding the industry structure validates opportunities that were identified in the first VMR process step. Industry Cost Structure and Drivers Industry Competitive Structure Industry Capacity Utilization ?How suitable is this market and its petitive dynamics for a VMR? ?How important is the client as a customer in this industry? ?What is the cost structure of the industry? Example Questions: ?Who are the key players? ?What is the industry capacity utilization? ?What drives this cost structure? ?How fragmented is the industry? ?What is the utilization of each player? ?What type of cost savings opportunities might exist? ?On what factors do key players pete? ?What drives utilization? Understand Industry Structure Value Managed Relationships 40 Identify VMR Opportunities Understand Industry Cost Structure Select VMR Candidates Obtain Top Management Commitment Identify Specific Cost Reduction Opportunities Implement VMR Opportunities Track VMR Savings VMR Process Value Managed Relationships 41 VMR partners must be able to perform in the relationship and be a willing partner. ?Potential for low cost position ?Strong technology/quality ?New product development track record ?Adequate financial resources Long Term Winners Capability and Willingness to Develop a Partnership ?Important category for supplier ?Client important to supplier ?Partnerships with other suppliers ?Scale to handle volume ?Parent pany support Ideal Partners Supplier Prioritization Value Managed Relationships 42 Initial analysis of the supplier must be conducted to determine potential for being a