科尔尼咨询Kearney VendorMark tAnalysis Guideline.ppt
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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
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