supply chain management dr benn lawson, university of cambridge [email protected] veolia...
TRANSCRIPT
Supply Chain ManagementDr Benn Lawson, University of Cambridge
Veolia Imperial Pathfinder (VIP) ProgrammeVeolia Imperial Pathfinder (VIP) Programme
Today’s Objectives
• Does supply chain performance matter?
• How do you collaborate and build alignment across supply chain partners?
• Key levers for managing supplier relationships
• Power
• Incentives
Automotive Industry: Cost Structure
Source: Holweg and Pil, 2004
Boeing 787 Design Partners
The Typical Construction Supply Chain
Problem in Supply Chains
The Bullwhip Effect - Campbells Soup
With increased volatility from marketing campaign and false demand signals Source: Lee et al (1997)
Is ‘supply chain’ important to the markets?
Empirical evidence suggest a direct relationship between supply chain “glitches” and stock price performance
Source: Hendricks and Singhal (2003, 2005)
-25
-20
-15
-10
-5
0
-61 -49 -37 -25 -13 -1 11 23 35 47 59
Trading day relative to announcement date
Ave
rag
e s
ha
reh
old
er
retu
rns
(%)
Marketing eventsChange in firm name
0.7%Brand leveraging
0.3%Celebrity endorsement
0.2%New product introduction
0.7%Affirmative actionawards
1.6%Delay introduction of
new -5.3% products
Financial eventsStock splits
3.3%Open market share
repurchase 3.5%Proxy contest
4.2%Increasing financial leverage
7.6%Decreasing financial leverage -5.4%
Seasoned equity offerings -3.0%
Operational eventsIncrease in capital
expenditure 1.0%Increase in R&D expenditure
1.4%Effective TQM implementation
0.7% Internal corporate restructuring
1.0% Decrease in capital expenditure
-1.8% Plant closing
-0.7% Supply Chain Disruptions -7.0%
Information technology eventsIT Investments
1.0%
B2C e-commerce
10.5%B2B e-commerce
3.3%IT problems
-1.7%
Hendricks, K. and Singhal, V.R. “Supply Chain Disruptions and Shareholder Value.” January 2005
Stock market reaction to announcement in %, by type
Mr White gets 5 yrs
Mr Black gets 5 yrs
Mr White gets 1 yr
Mr Black gets 8 yrs
Mr White get 8 yrs
Mr Balcke gets 1 yr
Mr White gets 3 yrs
Mr Black gets 3 yrs
Doesn’t confess
Confesses
Confesses
Doesn’t confess
The “Prisoner’s Dilemma”
Mr White
Mr Black
The Evolution of Cooperation – Tit for Tat
• Achieving win-win outcomes requires changing incentives from defection to cooperation
• How might this be achieved?
NiceRetaliatingForgivingNon-envious
Does This Build Trust?
– Suppliers develop design proposals, OEMs send their plans around to get competitive quotes
– OEMs demand immediate 5% price cuts
– OEMs abruptly change policy and make suppliers responsible for tooling cost
– OEMs run reverse auctions in which aggressive bids pushing prices lower can’t be verified later as coming from legitimate suppliers
– Supplier quality problems on major components/ subsystems are perceived by public (and in legal liability cases) as OEM responsibility
Why are (were) the Japanese so much better…?
Source: Liker and Wu 2000
Performance Indicator
Suppliers to US auto plants
Suppliers to Japanese transplants
Suppliers of
Chrysler
Ford
GM
Honda
Nissan
Toyota
Inventory turns
25.4 38.3 28.3 24.4 25.5 38.4 49.2 52.4
Percentage change in manufacturing costs compared with previous year
+ 0.65% - 0.85% + 0.69% +0.58% +0.74% - 0.9% - 0.7% - 1.3%
Percentage of late deliveries
2.96% 1.38% 4.45% 1.70% 3.04% 2.11% 1.08% 0.44%
Emergency shipment costs in US$m
714 371 1,235 446 616 423 379 204
Source: Liker and Wu 2000
Suppliers’ View "The Big Three [U.S. automakers] set annual cost-reduction targets [for the parts they purchase]. To realise those targets, they'll do anything. [They've unleashed] a reign of terror, and it gets worse every year. You can't trust anyone [in those companies]."• Director, interior systems supplier to Ford, CM, and Chrysler, October 1999
"Honda is a demanding customer, but it is loyal to us. [American] automakers have us work on drawings, ask other suppliers to bid on them, and give the job to the lowest bidder. Honda never does that."• CEO, industrial fasteners supplier to Ford, CM, Chrysler, and Honda, April 2002
"In my opinion, [Ford] seems to send its people to 'hate school' so that they learn how to hate suppliers. The company is extremely confrontational. After dealing with Ford, I decided not to buy its cars."• Senior executive, supplier to Ford, October 2002
"Toyota helped us dramatically improve our production system. We started by making one component, and as we improved, [Toyota] rewarded us orders for more components. Toyota is our best customer."• Senior executive, supplier to Ford, CM, Chrysler, and Toyota, July 2001
Evolution from Traditional to Integrated Supply Chains
Relational
Actions
Building Trust
Characteristics of Collaborative Relationships
Joint problem solving
Joint co-ordination of
activities
Mutual Benefit
Long-term commitment
Shared Vision & Objectives
Top Management
Support
Measurement & Evaluation
Information Sharing
Dedicated assets
Closeness of relationship
The Supplier Working Relations Index
Discussion
Given the success of the Japanese model, should one always aim for:
.. long-term supplier relationships?
.. collaborative relationships?
.. single-sourcing?
Power in the Supply Chain
• Everyone in the supply chain seeks to appropriate value for themselves from participation!
• Certain players recognise that they have limited power to appropriate value, but would seek to leverage more value if they could
• Understanding power structures is important for explaining inter-organisational dynamics
• Toyota model:
• Transforming power through creation of hierarchies of structural dominance. Toyota is dominant player, able to control key resources that appropriate value
• Creates dependents (suppliers) who provide no threat to the flow of value appropriation
Source: Cox 1999
Managing Power and Dependence
Hostage(Supplier powerful)
Effective Relationship
(Highly Interdependent)
Apathy(independent)
Domination(Buyer powerful)
Supplier Dependence
Low High
Low
High
Buyer Dependence
Managing Power
Rewards Punishment
Promises Threats
Exercised Power
Un-Exercised Power
Non-CoercivePower
CoercivePower
The Role of Incentives
• Problem - Incentives offered to different stages or participants in a supply chain lead to actions that increase variability and reduce total supply chain profits
= Misalignment of total supply chain objectives and individual objectives (excess inventory, stock-outs, incorrect forecasts, higher manufacturing costs, loss of supply chain innovation)
• Causes –
• Hidden actions
• Hidden information
• Badly designed incentives
• Local optimization within functions or within stages of a supply chain
Aligning Goals and Incentives
How to go about it? (Narayanan & Raman, HBR 2004)
1. Acknowledge that an incentive misalignment exists
2. Diagnose the cause for the misalignment
3. Change incentives (rewrite contracts, reveal hidden information, develop trust) to reward partners for acting in the supply chain’s best interests
4. Review periodically, and educate managers across tiers
• Align incentives so that each participant has an incentive to do the things that will maximize total supply chain profits
Secrets of Effective Relationships
1. Long-term collaboration
• Commitment to shared future
• A fair profit
• Understand the supplier• “Collaboration is not about a photoshoot of people with their arms around one
another. My definition is about the right quality, right time, right supplier, right plan, and right total cost. And if I am not hitting on all of those cylinders, it may be because I am not providing the right information on what we need, or we have great clarity, but they are not interpreting it properly. We need to understand what is going on with their world, their signals, and flows and interpretations of what we are asking them to do.”
- Frank Crespo, Chief Procurement Officer at Caterpillar
2. Tough, but helpful (Toyota, Honda)
• Parallel sourcing to create positive pressure
• Send monthly report cards to core suppliers, feedback
• Supplier development to build capabilities
• Share information intensively, but selectively
3. Improvement is realised in collaboration, not isolation
• Continuous improvement (Kaizen)
• Exchange best practice, Sharing of gains
• Supplier study groups (Dyer, 1996)
Secrets of Effective Relationships
4. Trust, but verify
• Strong supervision of suppliers (scorecards, supplier performance management)
• Supplier evaluation
”We gave away a lot of elements of [design] work that we’d always done in the past, and then didn’t provide the kind of oversight necessary for some of the people that were doing work that they’d never done before”
- Jim Albaugh, Boeing Dreamliner (2007)
Secrets of Effective Relationships
3T’s of Effective Supply Chains
Trust
Trans-
parencyTime
Takeaways
• Effective supply chain management requires seeking global optimum – which may mean sub-optimising at a local level
• Collaboration is a challenge – often the most difficult element of managing supply chains
• Two key drivers of relationship dynamics:
• Power
• Incentives
• Effective relationships have some combination of reward and punishment (ie, tough but helpful)
Further Reading
• Choi, T. and T. Linton (2011). "Don't let your supply chain control your business." Harvard Business Review, 89(12): 112-117.
• Dyer, J. H. (1996). How Chrysler Created an American Keiretsu. Harvard Business Review 74(4):42-56.
• Liker, J. K., T. Y. Choi. (2004). Building deep supplier relationships. Harvard Business Review, December 1
• Liker, J. K. and Y.-C. Wu (2000). "Japanese automakers, U.S. suppliers and supply-chain superiority." Sloan Management Review 42(1): 81-93.
• Lee, H. L., V. Padmanabhan, S. Wang. (1997). The bullwhip effect in supply chains. Sloan Management Review, 38 (3), 93-102.