1. Chapter 9 Partnerships in the supply chain

2. Content Choosing the right relationships 1. Partnerships in the supply chain 2. Supplier networks 3. Supplier development 4. Implementing Partnerships 5.

3. Choosing the right relationships  Key issues 11 What types of relationships can be observed in supply chains? 22 How can each type of relationship be tailored to different types of product?

4. Choosing the right relationships The essential of supply chain is collaboration

5. Choosing the right relationships trust Arm ’ s- length Partnership Strategic alliance Almost none Inter- personal Inside system Inter- organizational Joint venture Vertical integration Relationship styles continuum

6. Choosing the right relationships Bottleneck items Non-critical items Leverage items Strategic items weakness large strength little Buyer power No. of available supplier Reducing dependence on these items through diversification of suppliers and substitute products Using strength carefully to draw suppliers into a relationship that ensures supply in the long term Not jointly developed; Unbranded; Do not affect performance and safety in particular; have required low investment in specific tools and equipment Reducing prices and pushing for preferential treatment

7. Content Choosing the right relationships 1. Partnerships in the supply chain 2. Supplier networks 3. Supplier development 4. Implementing Partnerships 5.

8. Partnerships in the supply chain 11 What are partnerships? 22 What are partnerships’ advantages and disadvantages?  Key issues

9. Partnerships in the supply chain  Lower level of collaboration results in information block and inefficiency

10. Partnerships in the supply chain  The characteristics of partnerships  Sharing of information  Trust and openness  Coordination and planning  Mutual benefits and sharing of risks  A recognition of mutual interdependence  Shared goals  Compatibility of corporate philosophies

11. Partnerships in the supply chain Partnership type ActivitiesTime horizon Scope of activities CooperationFewer supplier; Longer-term contract Short-termSingle functional area CoordinationInformation linkages; WIP linkages; EDI exchange Long-termMultiple functional areas CollaborationSupply chain integration; Joint planning; Technology sharing Long-term with no fixed date Firms see each other as extensions of their own firm Characteristics of partnership types

12. Partnerships in the supply chain  Economic justification for partnerships  Inter-firm relation-specific assets Duration of safeguards Volume of inter-firm transactions  Knowledge-sharing routines Partner-specific absorptive capacity Incentives to encourage transparency and discourage free riding  Complementary resources and capabilities  Effective governance Employ informal governance mechanisms

13. Partnerships in the supply chain  Advantages of partnerships  Save cost of negotiations  Reduce monitoring of supplier soundness  Increase productivity  Disadvantages of partnerships  Inability to price accurately qualitative matters such as design work  Need for organizations to gather substantial information about potential partners on which to base decisions  Risk of divulging sensitive information to competitors  Potential opportunism by suppliers

14. Content Choosing the right relationships 1. Partnerships in the supply chain 2. Supplier networks 3. Supplier development 4. Implementing Partnerships 5.

15. Supplier networks  Key issues 11 What are supplier associations? 22 What is Japanese Keiretsu?

16. Supplier networks  Supplier associations  The network of a company’s important suppliers brought together for the purpose of coordination and development. Through the supplier association forum this company provides training and resource for production and logistics process improvements. The association also provides the opportunity for its members to improve the quality and frequency of communications, a critical factor for improving operational performance. (Aitken, 1998 )

17. Supplier networks  Supplier associations AutomakerFounding yearTotal members (1990) Toyota Kyohokai 1939229 Nissan Takarakai Shohokai 1954 1966 174 Mitsubishi Kashiwakai 1971262 Mazda Yokokai 1981180 Isuzu Kyowakai 1962284

18. Supplier networks

19.  Japanese keiretsu  Japanese business consortia based on cooperation, coordination, joint ownership and control.  The keiretsu’s controlling base Equity exchange between supply chain members

20. Supplier networks

21. Content Choosing the right relationships 1. Partnerships in the supply chain 2. Supplier networks 3. Supplier development 4. Implementing Partnerships 5.

22. Supplier development  Key issue 11 How can upstream supply processes be integrated to improve material flow?

23. Supplier development  Integrated processes  Collaborative planning and strategic development New product development Material replenishment Payment

24. Supplier development  Integrated processes

25. Supplier development  Synchronous production  The approaches to improve synchronous supply chain processes Transparency of information upstream and downstream Vendor-managed inventory (VMI)

26. Content Choosing the right relationships 1. Partnerships in the supply chain 2. Supplier networks 3. Supplier development 4. Implementing Partnerships 5.

27. Implementing partnerships  Key issue 11 What are the barriers to achieving partnerships in the supply chain?

28. Implementing partnerships Open market negotiations cooperation Coordination collaboration

29. Implementing partnerships  Barriers to build partnerships  Power  Self-interest  Focus on negative implications of partnership  Opportunism  Focus on price