ingersoll rand - bobit studios...•branding/decaling •collision management •financing...
TRANSCRIPT
![Page 1: Ingersoll Rand - Bobit Studios...•Branding/Decaling •Collision Management •Financing Prioritize. Supplier Tiers ... Sourcing •Delivery of product or service •Industry Benchmarking](https://reader033.vdocument.in/reader033/viewer/2022042415/5f30acaee7777844c86d9f88/html5/thumbnails/1.jpg)
![Page 2: Ingersoll Rand - Bobit Studios...•Branding/Decaling •Collision Management •Financing Prioritize. Supplier Tiers ... Sourcing •Delivery of product or service •Industry Benchmarking](https://reader033.vdocument.in/reader033/viewer/2022042415/5f30acaee7777844c86d9f88/html5/thumbnails/2.jpg)
Ingersoll Rand
Jonathan Kamanns
Leader, Supplier Relationship Management
![Page 3: Ingersoll Rand - Bobit Studios...•Branding/Decaling •Collision Management •Financing Prioritize. Supplier Tiers ... Sourcing •Delivery of product or service •Industry Benchmarking](https://reader033.vdocument.in/reader033/viewer/2022042415/5f30acaee7777844c86d9f88/html5/thumbnails/3.jpg)
Supplier Relationship Management
Global Process Ownership
• What is Supplier Relationship Management (SRM)?• Why do we need it - Benefits?• Supplier tiers• Key roles in governance• Scorecard• Actions log• How do we ensure continuous improvement?• Success deliverables• Maturity in SRM
SRM must be genuine!
![Page 4: Ingersoll Rand - Bobit Studios...•Branding/Decaling •Collision Management •Financing Prioritize. Supplier Tiers ... Sourcing •Delivery of product or service •Industry Benchmarking](https://reader033.vdocument.in/reader033/viewer/2022042415/5f30acaee7777844c86d9f88/html5/thumbnails/4.jpg)
What is SRM?
Our suppliers influence our success the same way our own employees do; we have to define success.
In alignment with our Value Proposition …it is:
• A more formal & consistent management of our global and regional supplier relationships
• A more consistent collaboration with our regional suppliers with the goal of generating mutual value
• A structure for how regional & global supplier relationships are developed & maintained
• A way to foster continuous improvement and enable mutual strategic planning & benefit
• An enabler for additional leverage opportunities net yet uncovered
• A single-point of coordination between Company and supplier
Supplier relationship management (SRM) is the discipline of strategically planning for, and managing, the post-contract interactions with our suppliers in
order to maximize the value of those relationships and ultimately define our mutually beneficial successes.
![Page 5: Ingersoll Rand - Bobit Studios...•Branding/Decaling •Collision Management •Financing Prioritize. Supplier Tiers ... Sourcing •Delivery of product or service •Industry Benchmarking](https://reader033.vdocument.in/reader033/viewer/2022042415/5f30acaee7777844c86d9f88/html5/thumbnails/5.jpg)
Benefits of SRM
• Improved visibility and accountability of regional & global suppliers:– Missing the mark– Driving performance
• Better access to, and visibility of, regional & global supplier expertise not currently leveraged
• Mutual relationship-driven improvements and success– Productivity– Process Improvement– Profitability
• Potential for regional & global suppliers to add resources and investment to keep costs minimal
The supplier contract is a critical foundation, but success after the contract is our responsibility.
![Page 6: Ingersoll Rand - Bobit Studios...•Branding/Decaling •Collision Management •Financing Prioritize. Supplier Tiers ... Sourcing •Delivery of product or service •Industry Benchmarking](https://reader033.vdocument.in/reader033/viewer/2022042415/5f30acaee7777844c86d9f88/html5/thumbnails/6.jpg)
Primary, Secondary & Tertiary Suppliers
• Fleet Leasing/Management
• Driver Risk Management
• Fuel
• Maintenance
• Vehicle Logistics
• Telematics
• Remarketing
• Up-Fitting
• Branding/Decaling
• Collision Management
• Financing
Prioritize
![Page 7: Ingersoll Rand - Bobit Studios...•Branding/Decaling •Collision Management •Financing Prioritize. Supplier Tiers ... Sourcing •Delivery of product or service •Industry Benchmarking](https://reader033.vdocument.in/reader033/viewer/2022042415/5f30acaee7777844c86d9f88/html5/thumbnails/7.jpg)
Supplier Tiers
Tier 1 – Top 10%
•High value strategic supplier
•Invest in growing relationship
•Quarterly Scorecard
Tier 2 – Next 20%
•Managed supplier
•Invest to growing relationship
•Bi-annual Scorecard
Tier 3 – Next 30%
•Non-Core but important
•More easily transferrable spend
•Annual Scorecard
Tier 4 – Next 40%
•Lowest impact
•No Scorecard
Suppliers are
segmented by
not only cost
but also on risk
to the
organization.
Although high $
suppliers must
be managed,
high-risk
suppliers should
be equally
managed
![Page 8: Ingersoll Rand - Bobit Studios...•Branding/Decaling •Collision Management •Financing Prioritize. Supplier Tiers ... Sourcing •Delivery of product or service •Industry Benchmarking](https://reader033.vdocument.in/reader033/viewer/2022042415/5f30acaee7777844c86d9f88/html5/thumbnails/8.jpg)
Key Roles in SRM & Governance
Supplier
Business Process Owner
Business Process Administrator
Supplier Relationship Manager
Sourcing
•Delivery of product or service
•Industry Benchmarking
•Reviewer of relationship
•Ownership of deliverables, expectations & KPIs/SLAs
•Subject matter expert
•Reviewer of relationship
•Administrator of deliverables/expectations & KPIs/SLAs
•Day-to-day supplier interaction
•Reviewer of relationship
•Relationship Champion
•Coordination & Escalation point
•SRM Continuous Improvement
•Contract Negotiations with initial SLAs
•Participation in Business Reviews
•Reviewer of relationship
![Page 9: Ingersoll Rand - Bobit Studios...•Branding/Decaling •Collision Management •Financing Prioritize. Supplier Tiers ... Sourcing •Delivery of product or service •Industry Benchmarking](https://reader033.vdocument.in/reader033/viewer/2022042415/5f30acaee7777844c86d9f88/html5/thumbnails/9.jpg)
Responsibilities of Key Roles in SRM
![Page 10: Ingersoll Rand - Bobit Studios...•Branding/Decaling •Collision Management •Financing Prioritize. Supplier Tiers ... Sourcing •Delivery of product or service •Industry Benchmarking](https://reader033.vdocument.in/reader033/viewer/2022042415/5f30acaee7777844c86d9f88/html5/thumbnails/10.jpg)
Potential Business Process Administrators
• Fleet
• Human Resources
• Risk Management
• Environment, Health & Safety
• Legal
• Compensation & Benefits
• Procurement/Sourcing
• ‘The Business’
Who should I include?
![Page 11: Ingersoll Rand - Bobit Studios...•Branding/Decaling •Collision Management •Financing Prioritize. Supplier Tiers ... Sourcing •Delivery of product or service •Industry Benchmarking](https://reader033.vdocument.in/reader033/viewer/2022042415/5f30acaee7777844c86d9f88/html5/thumbnails/11.jpg)
Scorecard Elements
• Service Level Agreements (contractual obligations)
• Key Performance Indicators (non-contractual improvements)
– Customer Satisfaction
– Innovation
– Quality
– Cost
– Speed
![Page 12: Ingersoll Rand - Bobit Studios...•Branding/Decaling •Collision Management •Financing Prioritize. Supplier Tiers ... Sourcing •Delivery of product or service •Industry Benchmarking](https://reader033.vdocument.in/reader033/viewer/2022042415/5f30acaee7777844c86d9f88/html5/thumbnails/12.jpg)
Example Scorecard
![Page 13: Ingersoll Rand - Bobit Studios...•Branding/Decaling •Collision Management •Financing Prioritize. Supplier Tiers ... Sourcing •Delivery of product or service •Industry Benchmarking](https://reader033.vdocument.in/reader033/viewer/2022042415/5f30acaee7777844c86d9f88/html5/thumbnails/13.jpg)
Example Actions Log
![Page 14: Ingersoll Rand - Bobit Studios...•Branding/Decaling •Collision Management •Financing Prioritize. Supplier Tiers ... Sourcing •Delivery of product or service •Industry Benchmarking](https://reader033.vdocument.in/reader033/viewer/2022042415/5f30acaee7777844c86d9f88/html5/thumbnails/14.jpg)
Continuous Improvement
Supplier Relationship Management
Review SRM Level
Relationship Strengthening
Sustain & Manage
Continuous Improvement
Reviewed twice a year
against criteria
(internal readiness)
Monthly meetings
with business
process owners &
SRM
Scorecard reviews
with suppliers
(external readiness)
ID additional
opportunities
• RIEs
• Projects
Action
Scorecards:
• Customer
Satisfaction
• Innovation
• Cost
• Quality
• Speed
![Page 15: Ingersoll Rand - Bobit Studios...•Branding/Decaling •Collision Management •Financing Prioritize. Supplier Tiers ... Sourcing •Delivery of product or service •Industry Benchmarking](https://reader033.vdocument.in/reader033/viewer/2022042415/5f30acaee7777844c86d9f88/html5/thumbnails/15.jpg)
SRM Success Deliverables
• Development of mutually beneficial relationships from primary through tertiary suppliers
• Regional & global supplier visibility and alignment
• Engaged internal & external partnerships in achieving both sets of business goals
• Extended influence on supplier’s supplier(s)
• Delivery of maximum value & efficiency to internal customers with speed & precision
• Performance-driven deliverables relevant to continuous improvement
• Ensures that both parties have direct access to additional POC’s
• Documented history of performance with alignment across the organization
![Page 16: Ingersoll Rand - Bobit Studios...•Branding/Decaling •Collision Management •Financing Prioritize. Supplier Tiers ... Sourcing •Delivery of product or service •Industry Benchmarking](https://reader033.vdocument.in/reader033/viewer/2022042415/5f30acaee7777844c86d9f88/html5/thumbnails/16.jpg)
SRM Governance
• SRM Policy
• SRM Playbook
• SRM Shared Site
– Templates
– Updates
![Page 17: Ingersoll Rand - Bobit Studios...•Branding/Decaling •Collision Management •Financing Prioritize. Supplier Tiers ... Sourcing •Delivery of product or service •Industry Benchmarking](https://reader033.vdocument.in/reader033/viewer/2022042415/5f30acaee7777844c86d9f88/html5/thumbnails/17.jpg)
SRM GPO Policy
![Page 18: Ingersoll Rand - Bobit Studios...•Branding/Decaling •Collision Management •Financing Prioritize. Supplier Tiers ... Sourcing •Delivery of product or service •Industry Benchmarking](https://reader033.vdocument.in/reader033/viewer/2022042415/5f30acaee7777844c86d9f88/html5/thumbnails/18.jpg)
SRM GPO Playbook
![Page 19: Ingersoll Rand - Bobit Studios...•Branding/Decaling •Collision Management •Financing Prioritize. Supplier Tiers ... Sourcing •Delivery of product or service •Industry Benchmarking](https://reader033.vdocument.in/reader033/viewer/2022042415/5f30acaee7777844c86d9f88/html5/thumbnails/19.jpg)
SRM GPO on BOS On-Demand
![Page 20: Ingersoll Rand - Bobit Studios...•Branding/Decaling •Collision Management •Financing Prioritize. Supplier Tiers ... Sourcing •Delivery of product or service •Industry Benchmarking](https://reader033.vdocument.in/reader033/viewer/2022042415/5f30acaee7777844c86d9f88/html5/thumbnails/20.jpg)
Supplier Meetings Template
• (5) Introductions
• (20) Company Updates & Trends– New Products, services, & technology
– Industry Updates & Trends
– Benchmarking
• (45) Review of Current Business– Scorecards
– Action Plans / Issues & Resolutions
– Volume & Spend
– Locations
– Experience
– Sub-Supplier Review
– Project Status Update
• (10) Cost Out Opportunities
• (20) Review Strategic Priorities
• (15) Next Steps, Takeaways, Action Items
• (5) Q&A
![Page 21: Ingersoll Rand - Bobit Studios...•Branding/Decaling •Collision Management •Financing Prioritize. Supplier Tiers ... Sourcing •Delivery of product or service •Industry Benchmarking](https://reader033.vdocument.in/reader033/viewer/2022042415/5f30acaee7777844c86d9f88/html5/thumbnails/21.jpg)
Q&A