Presentation on theme: "Strategic Alliances David Simchi-Levi Philip Kaminsky"— Presentation transcript:
1 Phil Kaminsky firstname.lastname@example.org Strategic AlliancesDavid Simchi-LeviPhilip KaminskyEdith Simchi-LeviPhil Kaminsky
2 Strategic Partnering: Types of SP Quick Response:Vendors receive POS data from retailers, and use this information to synchronize production and inventory activities at the supplier.The retailer still prepares individual orders, but the POS data is used by the supplier to improve forecasting and scheduling.Example: Milliken and Company: The lead time from order receipt at Milliken’s textile plants to final clothing receipt at several of the department stores involved was reduced from eighteen weeks down to three weeks.
3 Strategic Partnering: Types of SP Continuous Replenishment: Vendors receive POS data and use it prepare shipments at previously agreed upon intervals to maintain agreed to levels of inventory.Wal-Mart, KmartAdvanced Continuous Replenishment: Suppliers may gradually decrease inventory levels at the retailer’s store or distribution center as long as service levels are met. Inventory levels are thus continuously improved in a structured way.Kmart
4 Strategic Partnering: Types of SP Vendor Managed Inventory (VMI):JITDVMI Projects at Dillard Department Stores, J.C. Penney, and Wal-Mart have shown sales increases of 20 to 25 percent, and 30 percent inventory turnover improvements.
5 Requirements for Effective SP Advanced information systemsTop management commitmentInformation must be sharedPower and responsibility within an organization might change (for example, contact with customers switches from sales and marketing to logistics)Mutual trustInformation sharingManagement of the entire supply chainInitial loss of revenues
6 Important SP Issues Inventory ownership: Retailer owns inventorySupplier owns the goods until they are sold (consignment)Why would a firm do this?Performance measures: Fill rate, inventory level, inventory turns
7 Important SP Issues Confidentiality Communication and cooperation When First Brands started partnering with Kmart, Kmart often claimed that its supplier was not living up to its agreement to keep two weeks of inventory at all times. It turned out that this was due to the fact that the two companies employed different forecasting methods.
8 Steps in SP Implementation Contractual negotiationsOwnershipCredit termsOrdering decisionsPerformance measuresDevelop or integrate information systemsDevelop effective forecasting techniquesDevelop a tactical decision support tool to assist in coordinating inventory management and transportation policies
10 Advantages of SP Fully utilize system knowledge Consider the partnership between White-Hall Robbins (W-R), who makes over-the-counter drugs such as Advil, and Kmart. W-R initially disagreed with Kmart about forecasts, and in this case, it turned out that W-R forecasts were more accurate because they have a much more extensive knowledge of their products than Kmart does.
11 Advantages of SP Decrease required inventory levels Improve service levelsDecrease work duplicationImprove forecasts
12 Disadvantages of SP Expensive advanced technology is required. Supplier/retailer trust must be developed.Supplier responsibility increases.Expenses at the supplier often increase.Why? How can this be addressed?
13 Examples of SP Successes and Failures Western Publishing-Golden Books:Western Publishing is using VMI for its Golden Books line of children’s books at several retailers.POS data automatically triggers re-orders when inventory falls below a reorder point.This inventory is delivered either to a distribution center, or in many cases, directly to the store.Ownership of the books shifts to the retailer once deliveries have been made.In the case of Toys R Us, the company has even managed the entire book section for the retailer, including inventory from suppliers other than Western Publishing.Extra sales, increased costs to Western
14 Examples of SP Successes and Failures VF Corporation’s Market Response System:The VF Corporation, which has many well known brand names (including Wrangler, Lee, Girbaud, and many others), began its VMI program in 1989.Currently, about 40 percent of its production is handled using some type of automatic replenishment scheme.This is particularly notable because the program encompasses 350 different retailers, 40,000 store locations, and more than 15 million replenishment levels.VF’s program is considered one of the most successful in the apparel industry.
15 Examples of SP Successes and Failures Spartan StoresSpartan Stores, a grocery chain, shut down its VMI effort about one year after its inception.One problem was that buyers were not spending any less time on reorders than they did beforeThis was because they didn’t trust the suppliers enough to be able to stop carefully monitoring the inventories and deliveries of the VMI items, and intervening at the slightest hint of trouble.
16 Examples of SP Successes and Failures Spartan Stores (continued)Suppliers didn’t do much to allay these fears. The problems were not with the suppliers’ forecasts; instead, they were due to the suppliers’ inability to deal with promotions, which are a key part of the grocery business.Since they were unable to appropriately account for promotions, delivery levels were often unacceptably low during these periods of peak demand.
17 Third Party Logistics What is 3PL? What are the advantages of 3PL? Outside firms perform materials management and logistics functionsLong term commitments and multiple functionsWhat are the advantages of 3PL?Focus on core strengthsProvides technological flexibilityProvides flexibility ingeographyworkforce sizeadditional servicesresource flexibility
18 3PL Disadvantages Examples Loss of control 3PL employees may interact with customers3PL’s address this with uniforms, logos, etcSharing of confidential infoExamplesSimmons and Ryder Integrated LogisticsOn site rep, all logistics managed by Ryder, JIT manufacturingSonicAirRapid delivery of spare parts67 warehousesSophisticated software for inventory and rapid delivery
19 Distributor Integration Parts are shared across the distributor networkSpecialized service requests are steered to appropriate dealers or distributors.What is required?TrustPledgesGuarantees from the manufacturerAdvanced information systemsDisadvantagesIncentives for dealers – are they giving away competitive advantages?Skills and responsibilities are taken from some dealers/distributors.Examples - Caterpillar, Okuma