supplier identification and development in central and eastern …€¦ · supplier identification...
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© BME / AMMPL 2013 © Olaf Holzgrefe
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Supplier identification and development in central and eastern Europe
Marlene Grauer Association for Supply Chain Management, Procurement and Logistics International Project Manager for Northern Europe, CEE & Public Sector Phone: +49 (0) 69 / 308 38 – 129 Mobile: +49 (0) 163 / 308 38 – 10 Email: marlene.grauer@bme.de
www.bme.de
© BME / AMMPL 2013 © Olaf Holzgrefe
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Content:
Olaf Holzgrefe BME e.V.
Head of International
1 Challenge Future
2 About BME
3 Sourcing in CEE
4 Upcoming events
1 Procurement as a strategic tool
© BME e. V. 2017 © Marlene Grauer
Procurement as a tool to achieve strategic goals….
Processes & Systems Risikmanagement Big Data
Measurability
Technology
© BME e. V. 2017 © Marlene Grauer
Suppliers become partners
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Procurers are looking for cooperation and innovation, not just
delivery of goods and services
Supplier-buyer relationship is evolving and procurers are using new
criteria to rate suppliers:
1. Technical and process innovation
2. Political stability
3. Good governance
© BME / AMMPL 2013 © Olaf Holzgrefe
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Content:
Olaf Holzgrefe BME e.V.
Head of International
1 Challenge Future
2 About BME
3 Sourcing in CEE
4 Upcoming events
1 Procurement as a strategic tool
© BME e. V. 2017 © Marlene Grauer
About BME – a short overview
+9.500
Members
1,250 bill. purchasing
volume
+ 900
Events p.a.
60 years of
experience
38 Regions
60% Industry
50 % SME Across all
sectors
Governmental
partner
50% SME
membership
+ 100
Employees
BME member structure
Industry
Service
Logistic
Public Sector
Trade
© BME e. V. 2017 © Marlene Grauer
BME – international activities
Support & transparency in
sourcing markets
Value & knowledge
for members and partners Political advocacy
Reliable partner
organisations International events &
delegations
© BME / AMMPL 2013 © Olaf Holzgrefe
8
Content:
Olaf Holzgrefe BME e.V.
Head of International
1 Challenge Future
2 About BME
3 Sourcing in CEE
4 Upcoming events
1 Procurement as a strategic tool
© BME e. V. 2017 © Marlene Grauer
Source: Dr. Raymund Aich / BME Der Einkauf 2015
The fundamental question – in global sourcing
? ?
? ?
10
10 5
5
0
Countr
y a
ttra
ctiveness
Sourcing attractiveness
High standards,
small risk, thus
suitable as a
procurement
market
Emerging country,
technically not yet
at EU level,
potentially suitable
for C - parts
sourcing
Higher risk country,
but of sourcing
interest for low
prices
Hardly any
economic
development and
high risks
© BME e. V. 2017 © Marlene Grauer
The main German sourcing markets:
Source: BME-Member Survey, 11/2011
1. Europe (95%) remains most impartant sourcing market, followed by China (77%) 2. CEE is still attractiv for buyers (76%) Current trend: Local for local a chance for CEE
Eastern Europe – an attractive market for German procurers
© BME e. V. 2017 © Marlene Grauer
Supplier development
days
• Encourage existing suppliers
• Find new suppliers
• Healthy competition
• Use synergies and expertise
• Gain access to new sales markets
Procurer training • Practical and management importance of
procurers, commodity managers and CPOs
• Risk management for entire supply chain
Partnership
agreements & co-
development deals
• Mitigate R&D risks
• Ensure companies remain relevant
• Harness public funding/subsidies
• Convey long-term needs and goals
• Ensure realistic expectations
• Plan possible developments
Joint research & pre-
commercial
development
Innovation workshops
Supplier development in CEE
1
2
3
4
5
© BME / AMMPL 2013 © Olaf Holzgrefe
12
Content:
Olaf Holzgrefe BME e.V.
Head of International
1 Challenge Future
2 About BME
3 Sourcing in CEE
4 Upcoming events
1 Procurement as a strategic tool
© BME e. V. 2017 © Marlene Grauer
•
3rd Purchasing Initiative Western-Balkan (Film 2016: click here)
B2B-Matchmaking for Western-Balkan | 31 May 2017: Belgrade
EPE – European Procurement Excellence (CPO/ VP/ Procurement only)
Conference & Networking on high level| 28. June 2017: Hamburg
CHINA: Industrial Purchasing Week
Conference & B2B-Machtmaking | 18.-21. Sept 2017: Shanghai
4th CEE Procurement & Supply Forum
Conference & B2B-Matchmaking for CEE | 25.-26. Oct 2017: Prague
2nd Fit for Growth – Balkan Supplier Dialogue
Conference & B2B for South Eastern Europe| 22.-23. Nov 2017: Bucharest
BME International – conference and matchmaking events
B2B-Conferences
© BME e. V. 2017 © Marlene Grauer
Sourcing-Delegation Serbia (10 German companies)
Seminar, matchmaking & company visit | 29.-31. March 2017:
Belgrade
3rd Sourcing-Day Czech-Republic (29 German procurers
registered)
Matchmaking for BME-members | 16. May 2017: Pilsen
1st Sourcing-Day Poland (31 German procurers registered)
Matchmaking for BME-members | 22. June 2017: Warsaw
BME International – conference and matchmaking events
B2B-Conferences
© BME e. V. 2017 © Marlene Grauer
BME e.V.
Bolongarostr. 82
D – 65929 Frankfurt / Main
Phone: +49 (0)69 – 308 38 129
Fax: +49 (0)69 – 308 38 10
Email marlene.grauer@bme.de
Marlene Grauer
International Project Manager
Thank you for your attention!
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