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How to Reshore Manufacturing to Maryland
To reshore or offshore? How to objectively decide.
MEDA - Maryland Economic Development Association
Sandy D’Amico
Media Advisor to
Reshoring Initiative
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Definitions
Definitions:Reshoring/Backshoring/Onshoring/Insourcing:Bringing back the manufacture of products that will be sold or assembled here.
Localization – producing near the consumer!
We assist companies to more accurately access their total cost of offshoring with our Total Cost of Ownership Estimator™
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Geographic sourcing alternatives
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The Concept also Worksin other Countries
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Why offshoring occurred
• Cheap labor
• More efficient container shipping
• Improved communication and data sharing
• Herd mentality in which companies followed each other offshore
Corporate expectations of offshoring:
• Achieving lower prices for customers
• Pursuit of greater gross profit margins
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Flawed Company Economic Model using PPV and landed cost
As many as 60% of companies made the decision to offshore based on miscalculations, never taking into consideration the total cost of ownership (TCO) including all of the hidden costs and risks of offshoring
60% of manufacturers:
Apply “rudimentary” total cost models
Ignore 20% or more of the total cost of offshored products
Source: Archstone Consulting survey, American Machinist Mag., 7/16/09
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Indexed Unit Labor Costsin the Manufacturing Sector
of Selected Countries
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“Manufacturing Expectedto Return to America”
“Majority of Large Manufacturers Now Planning or considering Reshoring from China to the U.S.”
“We expect net labor costs for manufacturing in China and the U.S. to converge by around 2015”
“take a hard look at the total costs”
Top three factors Labor costs (cited by 43 percent of respondents)Proximity to customers (35 percent)Product quality (34 percent)
Source: Boston Consulting Group
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The Industry-Led Initiative Provides
Free Total Cost of Ownership (TCO) Software for companies and suppliersCompanies for sourcingSuppliers of parts and equipment for selling
Online Library of 1500+ reshoring articlesStatistics from TCO and Library databasesCase Study template for posting casesSolutions to major supply chain problemsEconomic development plan based on local
sourcingMotivation for skilled manufacturing careers
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TCO Estimator benefits
Provides a single TCO for each source Flexible: values are 100% user selected. Broad:
29 cost factors. Via pull down menus you automatically insert:
Freight rates for 17 countriesDuty rates for parts or tools, e.g. molds
Current value and 5 year forecast of TCO. Easy to use:
Explanations and references to help select values. Instruction Manual.
Free
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TCO Comparison Example
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Why Reshoring Is Happening
Higher wages in China
Higher global energy prices driving up shipping cost
Increased use of Total Cost of Ownership (TCO) – Includes costs, risks, and strategic factors that were ignored over the past few decades
TCO = more obvious costs + “hidden” costsTotal Cost = True Cost
Reshoring is the logic of local sourcing
TCO is the methodology you use to decide what to reshore
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Example: Locks
Reshored from China to Milwaukee, WI in 2010 100 jobs Productivity 6X as high as China Plant operating at capacity for first time in 15 years Reasons:
Total cost and more competitive overall cost structure
ControlCustomer serviceEconomic benefit to Wisconsin
Sources: “Master Lock Highlighted in State of the Union Address for Moving Jobs Back to U.S.” January 24, 2012. http://www.masterlock.com/about_us/Master_Lock_Highlighted_In_2012_SOTU_Address.jsp.Uttara Choudhury, First Post. “U.S. firms ‘reshore’ manufacturing as costs rise in China, India.” March 29, 2013. http://www.firstpost.com/world/us-firms-reshore-manufacturing-as-costs-rise-in-china-india-678613.html. MSNBC.com 6/29/11 Scott Malone
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Reshoring More Effectivethan Exporting:
U.S. is Much More Competitive at Home!
Where Sold
U.S. China
Where Made
U.S. $100 $115China $100 $85
Difference 0 30%
Based on TCO being 15% higher for exports
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Advantages of Reshoring for Businesses
By using TCO companies can reshore about 25% of what they offshored and improve profitability
Refocusing on the world’s largest consumer market
Our companies are 30% to 40% more competitive here in the U.S. vs. e.g. in China
Appeal to consumer demand for “Made in USA”
Better long-term corporate stability
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Advantages of Reshoring for the Nation
When those companies bring back 25% of what is offshored = 1 million manufacturing jobs!
Reshoring improves U.S competitiveness by strengthening R&D, promoting innovation and reducing IP loss.
What can the nation do? Focus as much on reducing imports (reshoring) as increasing exports
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Reshoring Enables Innovation
Profs. Pisano and Shih of Harvard Business School recently reaffirmed that U.S. innovation declines when manufacturing is offshored because the partnership of manufacturing and engineering is weakened.
The TCO Estimator factors in innovation, keeping manufacturing close to U.S. engineering.
Keeping manufacturing local helps keep engineering local
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Example: Water Heaters,Refrigerators, Washing Machines,
Dryers 1300 jobs and $800 million invested to renovate
facilities in Appliance Park in Louisville, KY Reasons:
Redesign made reshoring possible: Energy efficiency improved, warranty costs down and retail price down
Tax incentives High-tech new model: IP risk Ease of design collaboration with workers: retail price -
20% Chinese cost: -30% becomes +6% considering inventory
and delivery problemsSources: Steve Minter, Industry Week. “Witnessing a Rebirth.” July 11, 2011. // Charles Fishman, The Atlantic. “The Insourcing Boom.” November 28, 2012. // General Electric Company, R&D Magazine. “Debunking the Myths About Outsourcing.” July 20, 2012. // Paul Davidson, USA Today. “”Some manufacturing heads back to USA.” August 6, 2010.
Sources: Steve Minter, Industry Week. “Witnessing a Rebirth.” July 11, 2011. // Charles Fishman, The Atlantic. “The Insourcing Boom.” November 28, 2012. // General Electric Company, R&D Magazine. “Debunking the Myths About Outsourcing.” July 20, 2012. // Paul Davidson, USA Today. “”Some manufacturing heads back to USA.” August 6, 2010.
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Electric Motors for Chevy Spark EV
● Reshored production and development to White Marsh, MD and Wixom, MI from Europe
● Total investment in MD ~$250 million● 20 employees, projected 190● Reasons:
● Proximity to market● Technology● Skilled workforce● Design and process control● Quality, reliability, and performance
Source: Gus G. Sentementes, The Baltimore Sun. “Made (once again) in America.” February 27, 2011. Jamie Smith Hopkins, The Baltimore Sun. “General Motors unveils its new electric motor in White Marsh.” April 16, 2013. Area Development Online News Desk. “General Motors Begins Manufacturing Electric Vehicle Motors at its White Marsh, Maryland, Production Plant. April 16, 2013.
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Example: Electronics Contract Manufacturing - PCB
Many companies switching from Asia outsourcing to Zentech in Baltimore, MD
Reasons:Rework, Warranty, QualityTravel Cost/Time or Local Onsite AuditWages up overseasTotal cost = cheaper in the U.S.Many American companies specialize in highly
technical electronics, or biomedical diagnostic equipment where quality control and engineering collaboration are more significant factors.
Source: The Baltimore Sun Made (once again) in America Woodlawn electronics maker sees growth this year as effect of "re-shoring" debated in U.S., and Made in USA (Again): Why Manufacturing Is Coming Home BY ERIC MARKOWITZ www.inc.com
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Sleep Apnea Diagnostic Kits(Kept from Offshoring)
● Contracted ZenTech in Baltimore, MD● Reasons:
● Quality control● Lead time/time to market
Source: Gus G. Sentementes, The Baltimore Sun. “Made (once again) in America.” February 27, 2011. http://articles.baltimoresun.com/2011-02-27/business/bs-bz-zentech-maryland-manufacturer-20110227_1_michael-galiazzo-maryland-manufacturers-american-contract-manufacturers.
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Candles
Production moved from China toMexico to Vietnam to Glen Burnie, MD
$5 million capital investment in MarylandReasons:
Rising labor costsShipping and freight costTime to market InventoryTechnologyCustomer demand for Made in USA
Sources: Chris Morris, CNBC. “Re-Shoring: Manufacturers Make a U-Turn.” May 23, 2012. http://www.cnbc.com/id/47535355.
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Pharmaceutical Development and Investment (Transplant)
● Brazilian pharmaceutical investment company opened U.S. headquarters in Montgomery County, Maryland
● $200 million planned investment in MD and US● Reasons:
● Skilled and educated workforce● Proximity to federal labs● “access to one of the U.S.’s top life sciences communities”● Infrastructure, synergies● Late-stage clinical development of pharmaceuticals with
potential for near-term commercialization● R&D investment to help complete clinical trials and win
FDA approvalSource: Source: PR Newswire, “Governor O’Malley Announces $200 Million Investment in Maryland by Top Brazilian Pharmaceutical Company.” December 3, 2013. http://www.prnewswire.com/news-releases/governor-omalley-announces-200-million-investment-in-maryland-by-top-brazilian-pharmaceutical-company-234282821.html
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Economic Development Programcurrently working with PA, MS, Central NY
Action Source/ResponsibilityIdentify local imports by U.S. or foreign companies
Datamyne
Suggest to companies they source locally
EDO/MEP/ etc.
Train companies on TCO to overcome issue of higher local price
EDO/MEP trained by Reshoring Initiative
Needed further cost reductions
MEP/ Comm. College/ Technology Suppliers/EDO
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Local Skilled Workforce Recruitment
Issue Solution“Trades” and “vocations” image
Call them “Professions”
Manufacturing career image due to offshoring
Industry collect and media report the local reshoring case of the month. Use our Case Studies feature.
25
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But how do apprenticeshipsand credentials pay?
26
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Selling using TCO
Focus on profit impact, risk management, strategic benefits such as Shipping expenses, supply chain disruptions, IP risks
Maximize the advantages of proximity Time to market, better response to customers changing
needs, eliminate larger production runs and inventory
Work with natural allies: Lean, Green, compliance, quality, line management
TCO Analysis brings the total cost in line with or closer to the “Chinese” price.
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Raising Reshoring Awareness in MD
Submit reshoring content such as new reshored cases, blogs, commentary and press releases to: Reshoring Initiative National media outlets Industry media outlets Local media
Utilize social media and content marketing to promote published content, increase website traffic and raise awareness to your program.
Invite the press, political officials, state and manufacturing associations and chambers of commerce to events.
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What else can you do?
Use the tools for sourcing and selling. Free at www.reshorenow.org
Have us train supply chain management and sales force
Use our archived webinars to inform staff and customers
Post a link to our site www.ReshoreNow.orgCall on us to speak at: open houses, webinars,
customer industry conferencesSubmit customer cases of reshoring for
publication and posting using our template.Sponsor
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Investment
By understanding: the advantage of producing near the
consumer, and the small TCO gap instead of the large price
gap U.S. companies can:
justify domestic investment, process improvement, automation, training, etc.
And they do not have to sacrifice quality, delivery, time-to-market, or employees to be competitive and profitable.
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Walmart’s U.S. Manufacturing program
Walmart’s increase in U.S. manufactured purchases: $250 Billion over 10 years $50 Billion in the 10th year In the 10th year:
Approx. 300,000 manufacturing jobs*Approx. 1 million total jobs**
Walmart Actions: “Increase what we already buy of U.S. manufactured
goods Source “new to Walmart” U.S. manufactured goods Reshore the manufacturing of goods we currently buy
by facilitating and accelerating efforts of our suppliers”*Reshoring Initiative **Boston Consulting Group
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Reshoring Is Happening
21% of large companies are actively engaged in reshoring, 2X the rate in 2012 (BCG survey. Press release 9/24/13)
Americans respond well to Made in America labels
Jobs and quality are top-ranked reasons to buy American, with over 80% of consumer support. (Consumer Preference Study 3/2014)
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Example:Precision Tools and Components
(Transplant)
● Taiwan and China to Harrisburg, PA● $30 million capital investment● Will create 500 skilled labor jobs● Reasons:
● Synergies● Skilled workforce availability● Customer preference for domestically made products
● Committing additional $10 million to Carnegie Mellon University for robotics R&D
Sources: Agence France Presse, Business Insider Australia. “iPhone Maker Foxconn Invests $US40 Million in US Manufacturing.” November 22, 2013. http://www.businessinsider.com.au/foxconn-invests-40-million-2013-11Brian Wingfield and Romy Varghese, Bloomberg Technology. “Apple Supplier Foxconn to Invest Millions in Pennsylvania.” November 22, 2013. http://www.bloomberg.com/news/2013-11-21/iphone-maker-foxconn-said-to-plan-investment-in-pennsylvania.html
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120,000+ Manufacturing Jobs since Jan 2010!
Reshoring yielded: About 120,000+ manufacturing jobs*~ 20% of manufacturing job growth since the
Jan. 2010 low~ 240,000 total, including multiplier effect
* Source of estimate: Reshoring Initiative tabulation of jobs listed in 1576 Reshoring Library articles, 90% published since Jan 2010
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Reshoring TrendThe bleeding has stopped!
Manufacturing Jobs / Per Year2003 2013 % Change Feasible 2016
New offshoring*
~150,000* 30-50,000* - 70% 20,000
New reshoring 2,000* 30-40,000** + 1,500 % 70,000
Net reshoring -148,000 ~0 -100% +50,000
*Estimated / ** Calculated
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Industries of published cases
Industry Number
Transportation equipment 50Electronics/Appliances/Components 47Energy 33Other 33Computer/Electronics 31Apparel 30Hobbies 24Fabricated Metal 23Machinery 21
Wood Products 20
Plastic/Rubber 18
Medical 16
Chemicals 15
Primary metal 8
Castings, Non-metallic products 3 each,Source: Reshoring Library, March 2014
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Negative Issues Offshore
Source: Reshoring Initiative Library, March 2014.
Negative Issues # Cases Lead time 111Quality/rework/warranty 109Rising wages and Currency Variation 88Freight cost 82Total cost 49Inventory 37IP risk/ Supply chain interruption risk 29 eachDelivery 28Communications 18Green considerations/Loss of control 15 eachTravel cost/time 14Price 5Difficulty of innovation/product differentiation/Regulatory compliance
4 each
Burden on Staff, Emergency air freight, Political instability 2 eachEmployee turnover, Strained offshore relationships, Natural disaster risk
1 each
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Positive Reasons to Reshore
Source: Reshoring Initiative Library, March 2014.
Positive Reasons to Reshore # Cases Skilled workforce 87Image/brand 80Government incentives 79Automation/Technology/3D printing
57
U.S. energy prices 49Re-design 41Higher productivity 36R&D 35Lean 27Eco-system synergies 22Infrastructure 20Customer responsiveness 14Lower real-estate/construction 8Labor concessions 7
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Countries From Which Reshored
Source: Reshoring Initiative Library, March 2014.
CountryReshored Cases Global Regions
Reshored Cases
China 135 Asia 165Mexico 20 North America 26India 11 Western Europe 6Canada 6 Eastern Europe 2Japan 5 South America 1Taiwan 5 Africa 1Korea 3Hungary 2Vietnam 2Germany, France, Brazil, Spain, Netherlands, Italy, Egypt, Indonesia, UK, Singapore, Malaysia, Sri Lanka, Australia 1 each
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Jobs Reshored by State
Sources: Reshoring Initiative Library, August 31, 2014.
Cases 2007 through 8/31/14.
State Jobs Companies
Avg. Jobs/
Facility State Jobs CompaniesJobs/
Facility State Jobs Companies
Avg. Jobs/
FacilitySC 7780 7 1111 AZ 700 2 350 RI 200 2 100MI 6721 13 517 FL 611 12 51 IA 193 2 97CA 6014 28 215 MA 598 10 60 WA 150 3 50KY 4612 5 922 MS 540 5 108 MO 150 6 25TX 3712 12 309 UT 464 6 77 MD 90 6 15OH 3611 18 201 AL 397 4 99 MN 64 9 7GA 3005 7 429 WI 342 11 31 MT 25 1 25TN 2490 11 226 NJ 335 3 112 DE 0 2 0NY 1089 17 64 IN 320 5 64 VA 0 1 0NC 1020 14 73 PA 279 11 25 CT 0 2 0ID 1000 2 500 AR 210 4 53 ME 0 1 0KS 1000 2 500 IL 205 9 23 VT 0 2 0CO 738 6 123 NH 200 1 200 ND 0 1 0
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Reshoring’s Potential Impact
Balance the $500 billion trade deficit:3 million manufacturing jobsCut U.S. budget deficit by about 50%Reduce unemployment about 4 percentage points25% increase in manufacturing If spread over 20 years: 25% extra annual capital
equipment investment
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Gaining support in Washington, DC
Commerce Dept: 2012 budget specifies TCO4 Links from the Commerce Dept to the
Reshoring Initiative: http://nist.gov/mep/reshoring.cfm http://business.usa.gov/program/reshoring-initiative http://www.manufacturing.gov/other_orgs.html http://acetool.commerce.gov/
Testified at Congressional hearing on 3/28/12Working actively with SelectUSA
Calls from:United States-China Economic and Security
Review CommissionWhite House National Economic Council
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April 2014 – Congressional Visitors Center
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1/11/12 White House Insourcing Forum
44
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A non-profit with 35 sponsors, including
GoldGoldG
Silver
Platinum
Gold
Silver
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A non-profit with 35 sponsors
BronzeBronzeBronze
SteeelSStSteeleel
Iron
Iron
Bronze
Steel
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Useful Tools
ACEToolTCO EstimatorUsing the TCO Estimator: A How-To GuideLibrarySubmit a Case StudyEconomic Development Program
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Help slow the offshoring flood now!
Contact:Harry MoserFounder and [email protected] www.reshorenow.org
Sandy MontalbanoMedia [email protected]