lora cecere “market driven value networks”
TRANSCRIPT
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Creating Market-driven Value Networks
Lora Cecere of Supply Chain Insights
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Supply Chain Insights LLC Copyright © 2013, p. 2
Supply Chain Insights is focused on delivering independent, actionable and objective advice for supply chain leaders. A company dedicated to research, turn to us when you want the latest insights on supply chain trends, technologies to know and metrics that matter.
About Us
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Supply Chain Insights LLC Copyright © 2013, p. 3
18 Reports in 2012
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Supply Chain Insights LLC Copyright © 2013, p. 4
Over 30 Reports Planned for 2013
#sciwebinar
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Supply Chain Insights LLC Copyright © 2013, p. 5
This is the new bible for all supply chain executives. It provides an insider’s perspective that will prove incredibly valuable to even the most grizzled supply chain veteran. This is the next must-have business book.
--Bruce Richardson, Chief Enterprise Strategist, Salesforce.com
Today, the worlds of social business and supply chain management have many degrees of separation. I enjoyed working with Lora to understand what the future transformation of digital marketing to digital business could look like.
--Jeremiah Owyang, Research Director, Altimeter
Second Printing of Bricks Matter: 17 Five-Star Reviews on Amazon
Book can be ordered from Amazon.com in Hardcopy or Digital Format
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Right Use of Assets
Expansion into BRIC Countries (Brazil, Russia, India and China)
Supply Chain Process Knowledge
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Supply Chain Insights LLC Copyright © 2013, p. 7
Publishing Two eBooks in 2013 on Supply Chain Metrics That Matter
– Consumer Value Networks– Industrial Value Networks
2013 Publications
Publishing Two eBooks in 2013 on Supply Chain Metrics That Matter
#sciwebinar
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Where are we on Delivering on Supply
Chain Excellence?
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Supply Chain Insights LLC Copyright © 2013, p. 9
Current State
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Supply Chain Insights LLC Copyright © 2013, p. 10
Agility
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Supply Chain Insights LLC Copyright © 2013, p. 11
A Supply Chain is a Complex System
with Complex Processes with Increasing Complexity
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Supply Chain Insights LLC Copyright © 2013, p. 12
The Supply Chain Effective Frontier
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Supply Chain Insights LLC Copyright © 2013, p. 13
Mining 20 Years of Financial Data
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Supply Chain Insights LLC Copyright © 2013, p. 14
Perform better than peer group
Improve year-over-year results
Deliver against the business strategy
Demonstrate consistency in results
Use innovation in supply chain processes
Balance. Be leaders in managing trade-offs
Our Point of View: Definition of Supply Chain Excellence
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Supply Chain Insights LLC Copyright © 2013, p. 15
In a way that is: Resilient and predictable
Balanced across the set of metrics to maximize value
Showing year-over-year improvement against peer group
To Drive Corporate Performance
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Supply Chain Insights LLC Copyright © 2013, p. 16
Most Interesting Patterns
• Revenue per Employee versus Inventory Turns
• Operating Margin versus Inventory Turns
• Cash-to-Cash Cycle versus Inventory Turns
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Supply Chain Insights LLC Copyright © 2013, p. 17
What Have We Learned?
• Each industry has a different pattern of trade-offs of balancing growth, profitability, cycles and complexity.
• Companies that are supply chain leaders have very small movement with a balanced portfolio of metrics.
• It is about MUCH more than Return on Assets (ROA), growth and inventory.
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Supply Chain Insights LLC Copyright © 2013, p. 18
A Look at the Last Decade
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Supply Chain Insights LLC Copyright © 2013, p. 19
Progress in Manufacturing Productivity
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Supply Chain Insights LLC Copyright © 2013, p. 20
Productivity in Retail
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Supply Chain Insights LLC Copyright © 2013, p. 21
Progress in Inventory Turns and Operating Margin
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Supply Chain Insights LLC Copyright © 2013, p. 22
Impact of A Recession
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Supply Chain Insights LLC Copyright © 2013, p. 23
Visualizing the Patterns
Source: Supply Chain Insights LLC, Corporate Annual Reports 2002-2012 from One Source
Best Scenario
DOW999, 6.7
Trace the line from 2002 point to 2012 point to follow the performance over time.
The diamond shows the company’s average over the period. Ex: The Dow Chemical Company (DOW) has an average of 999 K$ for revenue per employee and 6.7 for inventory turns.
Ideally, companies are increasing inventory turns and revenue per employee, moving towards the upper right corner of the graph over time.
Here, we plot inventory turns (y-axis) vs. revenue per employee (x-axis).
Average (Revenue per Employee, Inventory Turns)
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Supply Chain Insights LLC Copyright © 2013, p. 24
Corporate Summary
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Supply Chain Insights LLC Copyright © 2013, p. 25
Inventory Turns vs. Revenue per Employee (2002-2012)
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Supply Chain Insights LLC Copyright © 2013, p. 26
Corporate Summary
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Supply Chain Insights LLC Copyright © 2013, p. 27
Cereal
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Who Does Supply Chain Best?
October 2013
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Supply Chain Insights LLC Copyright © 2013, p. 29
Corporate Summary
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Supply Chain Insights LLC Copyright © 2013, p. 30
Cash-to-Cash Cycle (2000-2012)
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Supply Chain Insights LLC Copyright © 2013, p. 31
CPG Ranking 2012
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Supply Chain Insights LLC Copyright © 2013, p. 32
Inventory Turns vs. Revenue per Employee (2002-2012)
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Supply Chain Insights LLC Copyright © 2013, p. 33
Inventory Turns vs. Operating Margin (2000-2012)
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Supply Chain Insights LLC Copyright © 2013, p. 34
Cash-to-Cash Cycle vs. Inventory Turns (2000-2012)
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Who Does Supply Chain Best?
October 2013
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Supply Chain Insights LLC Copyright © 2013, p. 36
Corporate Summary
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Supply Chain Insights LLC Copyright © 2013, p. 37
Cash-to-Cash Cycle (2000-2012)
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Supply Chain Insights LLC Copyright © 2013, p. 38
Inventory Turns vs. Revenue per Employee(2002-2012)
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Supply Chain Insights LLC Copyright © 2013, p. 39
Inventory Turns vs. Operating Margin(2000-2012)
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Supply Chain Insights LLC Copyright © 2013, p. 40
Cash-to-Cash Cycle vs. Inventory Turns(2000-2012)
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Supply Chain Insights LLC Copyright © 2013, p. 41
Case Study
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Supply Chain Insights LLC Copyright © 2013, p. 42
Inventory Turns vs. Operating Margin (2000-2012)
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Supply Chain Insights LLC Copyright © 2013, p. 43
What Matters
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Supply Chain Insights LLC Copyright © 2013, p. 44
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Supply Chain Insights LLC Copyright © 2013, p. 45
Industry Progress
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Supply Chain Insights LLC Copyright © 2013, p. 46
Introducing the Supply Chain Index
A formulaic representation of how companies are trading off growth, profitability, cycle and
complexity performance on selected supply chain financial
metrics against market valuation.
#sciwebinar
A formulaic representation of how companies are trading off growth, profitability, cycle and
complexity performance on selected supply chain financial
metrics against market valuation.
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Supply Chain Insights LLC Copyright © 2013, p. 47
• Supply chain is a complex system with increasing complexity.
• Different industries have different patterns, but the cash-to-cash metrics have the highest correlation to market capitalization with some of the poorest performance.
Wrap-up
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Supply Chain Insights LLC Copyright © 2013, p. 48
1. Finish the work on the Supply Chain Index
2. Place the rankings on balance, strength and resilience into the Supply Chain Insights Community for Shaman Circle members to vote on supply chain excellence
3. Final analysis of companies to be revealed at the 2014 Supply Chain Insights Global Summit
Next Steps
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Building Market-driven Value Networks
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Supply Chain Insights LLC Copyright © 2013, p. 50
Process Evolution
Align:Market Driven
Building Horizontal Process Connectors
ContinuousTesting
LearningImprovingIn Market
OrchestrateDemand and Supply
ResilientReliable
Adapt: Demand Driven
EfficientSense
Demandand Supply
Shape Demand andSupply based
on Market
Absorb DemandVolatility
Absorb Supply Volatility
Right Product
Right Place
Right Time
Right Cost
Cost
Procure to pay/order to
cash
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Supply Chain Insights LLC Copyright © 2013, p. 51
A network that senses demand with minimal latency to drive a near-real time response for
demand shaping and demand translation.
What Is a Demand-driven Value Network?
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Supply Chain Insights LLC Copyright © 2013, p. 52
Rising Price of a Barrel of West Texas Intermediate (WTI)
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Supply Chain Insights LLC Copyright © 2013, p. 53
Commodity Price Increases and Volatility
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Supply Chain Insights LLC Copyright © 2013, p. 54
An adaptive network focused on a value-based outcome that senses and translates
market changes (buy and sell-side markets) bi-directionally with near-real time data latency to align sell, deliver, make and
sourcing operations.
What Is a Market-driven Value Network?
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Supply Chain Insights LLC Copyright © 2013, p. 55
Current State
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Supply Chain Insights LLC Copyright © 2013, p. 56
SHARED VISION + SKILLS + INCENTIVE + RESOURCES + PLAN + LEADERSHIP = CHANGE
SKILLS + INCENTIVE + RESOURCES + PLAN = CONFUSION
SHARED VISION + INCENTIVE + RESOURCES + PLAN + LEADERSHIP = ANXIETY
SHARED VISION + SKILLS + INCENTIVE + RESOURCES + LEADERSHIP = FALSE
STARTS
SHARED VISION + SKILLS + INCENTIVE + PLAN + LEADERSHIP = FRUSTRATION
SHARED VISION + SKILLS + RESOURCES + PLAN + LEADERSHIP = GRADUAL
CHANGE
Source: J.P. Kotter
Collaboration: The Right Stuff
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Supply Chain Insights LLC Copyright © 2013, p. 57
Market-Driven Value Networks Characteristics
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Supply Chain Insights LLC Copyright © 2013, p. 58
Demand-shaping LeversNew Product Launch
MarketingSales IncentivesTrade PromotionsDistributor IncentivesAssortmentPrice
Run-out of obsolescence or mark-down strategies
Orchestration Levers
Market-driven Orchestration LeversPrice to Price OrchestrationAlternate Bill of MaterialsAlternate SourcingChange in AssortmentOrchestration of Product Mix (Incent products with less commodity variability)Changes in Demand Shaping StrategiesCommodity Hedging
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Supply Chain Insights LLC Copyright © 2013, p. 59
Value Network Strategy
Supply chain strategy
Business StrategyWhat are the right things to do to increase company value?
Value-network Supply Chain StrategyWhat are the right ways to support the business strategy?
What are the right trade-offs between value drivers for each value network?
Right productplatforms
Design the supply
response
Build organizational systems and
manage talent
Align supply relationships
Align demandrelationships
Effective Supply Networks
Execution of buy-side strategies
Continuous Improvement
Capabilities RequiredSupply Chain
Network Design
Design Networks
Innovation Methodologies
Demand Networks
Joint Value Creation Strategies
Business ProcessHow do I do the right things right?
Source: Supply Chain Insights, LLC
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Supply Chain Insights LLC Copyright © 2013, p. 60
Building an Effective Center of Excellence
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Race for Supply Chain 2020
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Supply Chain Insights LLC Copyright © 2013, p. 62
Outside-In
Value-Based OutcomesDelivered by Value Networks
Supply Chain Excellence =
Supply Chain 2020 Tipping Points
2013 2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 2025
Talent Shortage
Compliance on Safe & Secure
Orchestration
Big Data Supply Chains
2025
Internet of Things
LearningSupply Chains
Digital Manufacturing
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Supply Chain Insights LLC Copyright © 2013, p. 63
Our Journey
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Supply Chain Insights LLC Copyright © 2013, p. 64
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Supply Chain Insights LLC Copyright © 2013, p. 65
Current State
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Supply Chain Insights LLC Copyright © 2013, p. 66
Gap by Position
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Supply Chain Insights LLC Copyright © 2013, p. 67
Big Data Definition
Challenges:• Transactional• Time phased data
Structured Data
• Social• Channel• Customer Service• Warranty
• Temperature• RFID• QR codes• GPS
• Mapping and GPS• Video• Voice• Digital Images
Unstructured Data
SensorData
NewDataTypes
Volume
Velocity
Variability
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Supply Chain Insights LLC Copyright © 2013, p. 68
Focus
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Supply Chain Insights LLC Copyright © 2013, p. 69
Connecting the Extended Supply Chain
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Supply Chain Insights LLC Copyright © 2013, p. 70
Connecting the Extended Supply Chain
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Supply Chain Insights LLC Copyright © 2013, p. 71
• Outside-in• End-to-End Orchestration• Supply Chain Matters
Path Forward
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Supply Chain Insights LLC Copyright © 2013, p. 72
Questions?
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Podcasts
www.supplychaininsights.com/podcast
Research Anytime, Anywhere!
Straight Talk with Supply Chain Insights is a fresh and engaging podcast series on supply chain research, blog posts, hot topics, and
current events plus interviews with supply chain professionals.
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Save the Date!
Supply Chain Insights Global Summit 2014September 10-11, 2014
The Phoenician – Scottsdale, AZ USA
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Public Training
www.supplychaininsights.com/training
#sciwebinar
November 11-12, 2013Chicago Illinois USA
January 16-17, 2014Atlanta, Georgia USA
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PAST WEBINARS: ON DEMAND• From June 13, 2013: Sales and Operations
Planning: State of the Union• From May 23, 2013: Supply Chain Index, Part II:
How and Why?• From May 17, 2013: How Do We Heal the
Healthcare Value Chain?• From August 17, 2013: Supply Chain Talent, the
Missing Link
Free Webinars
www.supplychaininsights.com/upcoming-webinars
UPCOMING WEBINARS• October 11: Supply Chain Metrics that Matter• November 14, 2013: Insights on Healthcare
Value Networks• December 12, 2013: Digital Manufacturing
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Who Is Lora?
• Founder of Supply Chain Insights• Partner at Altimeter Group (leader in open
research)• 7 years of Management Experience leading
Analyst Teams at Gartner and AMR Research• 8 years Experience in Marketing and Selling
Supply Chain Software at Descartes Systems Group and Manugistics (now JDA)
• 15 Years Leading teams in Manufacturing and Distribution operations for Clorox, Kraft/General Foods, Nestle/Dreyers Grand Ice Cream andProcter & Gamble.
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Where Do You Find Lora?
Contact Information: [email protected]
Blog: www.supplychainshaman.com (5000 pageviews/month)
Twitter: lcecere 4270 followers. Rated as the top rated supply chain social network user.
LinkedIn: linkedin.com/pub/lora-cecere/0/196/573 (5450 in the network)