CEO: 「What make you believe we are not competitive, Ben.」
Ben做了个苦笑的表情，道: 「The answer is, I don’t know. We don’t even know where are we, Boss. I can’t tell you we are competitive or not – we just don’t have information to support it. Today we are buying from people we know for more than 10 years. They are good. So far so good, let’s say. We make our profit and life goes on. The fact is that it prevents us from finding out whether they are good, better or best. This uncertainty is a risk for Zecker and we simply just can’t leave it alone.」
大胖子Brian架起二郎腿，不太客气地说: 「How can you make sure this plan doesn’t confused our existing suppliers and affect our supply? Beside, the scale of the project worry me. Why can’t we just trust our partner?」
可这次采购总监Ben也不示弱，也不让步。他不缓不急地说: 「It is not about trust. It make perfectly good sense for any business to understand their own position. We may end up still buying from the same supplier, but then we can be sure we are safe from future competition. 」
Ben: 「Indeed. 」一边说一边打开一个PPT简报，上面就简简单单的几张图表。然后指普第一张说：「This is our spend analysis pulled from system. The top 4 suppliers take over half of our total spend….but then more than 20 suppliers for the another half. Just imagine how many resource we need to manage them. 」
「Let’s take a look to another figure: 80% of our supplier cost down less than 5% per annual in the last 3 years. 1/3 of them does not offer any cost down at all. Only 10% of our purchaser pass their cost-down KPI. We simply unable to push further on cost down. Evident shows that supplier has no intention nor threat to entertain our request.
Another figure from JC: overall quality score shows dropping trend in last 3 years. It is surprise for a stable business like us to see a dropping quality score. The figure does not include new product quality, so they are just representing all our legendary old product line. Yet, our budget of quality management increase every year. Our “non-quality cost” is getting worst.」