1. CATEGORY MANAGEMENT THE GLOBAL/LOCAL PERSPECTIVE

2. Category Management is a flexible way to coordinate purchasing activities in a global context

3. The global / local perspective

4. The dynamic between globalisation of the market and homogeneity of needs

5. Local National / Global Specific Transversal Market Need

6. Local National / Global Specific Transversal Market Need global suppliers + identical needs = global model GLOBAL MODEL

7. Local National / Global Specific Transversal Market Need global suppliers + identical needs = global model local suppliers + specific needs = local model GLOBAL MODEL LOCAL MODEL

8. Local National / Global Specific Transversal Market Need global suppliers + identical needs = global model local suppliers + specific needs = local model global suppliers + specific needs = lo-bal model GLOBAL MODEL LOCAL MODEL LO-BAL MODEL

9. Local National / Global Specific Transversal Market Need global suppliers + identical needs = global model local suppliers + specific needs = local model global suppliers + specific needs = lo-bal model local suppliers + identical needs = glo-cal model GLOBAL MODEL LOCAL MODEL GLO-CAL MODEL LO-BAL MODEL

10. LO-BAL MODEL GLOBAL MODEL GLO-CAL MODELLOCAL MODEL THE MODELS

11. LO-BAL MODEL GLOBAL MODEL GLO-CAL MODELLOCAL MODEL GLOBAL The Key Category Manager (KCM) concentrates all the authority at a centralised level. Local buyers have an operational role, monitoring the execution, collecting the data, ensuring the smoothness of the supply. Strategic orientations, supplier selection, performance reviews and relationship management are conducted at the centralised global level.

12. LO-BAL MODEL GLOBAL MODEL GLO-CAL MODELLOCAL MODEL GLOBAL KCM LOCAL BUYERS

13. LO-BAL MODEL GLOBAL MODEL GLO-CAL MODELLOCAL MODEL LOCAL Local buyers concentrate all the authority at a local level. Local buyers get together to share experience, trends and practices.

14. LO-BAL MODEL GLOBAL MODEL GLO-CAL MODELLOCAL MODEL LOCAL KCM LOCAL BUYERS

15. LO-BAL MODEL GLOBAL MODEL GLO-CAL MODELLOCAL MODEL LO-BAL The definition of the needs stays local, as well as a series of key core activities as TCO analysis, Design-to-cost, Functional analysis, Value analysis, Value engineering. The strategy is defined globally, and the negotiation with the global suppliers is centralised, but local people should be consulted on the decisional steps.

16. LO-BAL MODEL GLOBAL MODEL GLO-CAL MODELLOCAL MODEL LO-BAL KCM LOCAL BUYERS

17. LO-BAL MODEL GLOBAL MODEL GLO-CAL MODELLOCAL MODEL Local buyers select suppliers and define the local market strategy. The global coordinator compares the strategies between the different countries/sites and conducts ground works to optimise cost, quality and performance. GLO-CAL

18. LO-BAL MODEL GLOBAL MODEL GLO-CAL MODELLOCAL MODEL GLO-CAL KCM LOCAL BUYERS

19. Is key category management only a concept?

20. Its a practical approach for companies

21. that globalise, get more complex

22. and work in cooperation with suppliers

23. It calls for flexibility adapting to the needs and the reality of the markets

24. Adapt to a fast-moving reality with Category Management!

25. Thank you! Content: Franois Dousset Layout: Silmara Codeville info@eipm.org www.eipm.org Images: freebievectors