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China “Beer Processing Equipment”
Dragon Sourcing was commissioned by a European beer manufacturer to evaluate potential suppliers of beer processing equipment in China. They identified 10 Chinese suppliers and evaluated them based on various criteria such as company background, quality control, production capabilities, corporate responsibility, and cooperation. The top 3 recommended suppliers were Supplier 1 and Supplier 6, both located in Guangdong province, and Supplier 8 located in Shandong province. The client conducted audits of these suppliers and began discussions on potential partnerships and future orders.
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China “Beer Processing Equipment”
- 1. 1 Case Study China “BeerProcessing Equipment” Dragon Sourcing Your Tailored Sourcing Approach to Emerging Markets © 2013 Dragon Sourcing. All rights reserved. www.dragonsourcing.com
- 2. 2 Supplier Market screeningin China for “Beer Processing Equipment” Context Our Client is a large European beer manufacturer. The Client wanted to better understand the current market of Beer Process Equipment in China, and find new suppliers at lower costs than their current suppliers. Segments involved: •Mill •Mash Tun •Brew Kettle •Fermentation Tank •Filter •Conditioning Tank •Pasteurizer •Canning machine •Bottling Machine •Conveyor Belt •Hot Filling Line DS Supply Market analysis Objectives • Collect detailed spend information about the categories such as technical requirements, standards applying, material specifications, volume and current unit prices by Client’s consuming factories. • Identify a list of potential suppliers based in China to include in the RFI/RFP process by leveraging the web, external databases, and various networks of experts. • Develop the RFI / RFP – jointly with client – to include all key suppliers qualifications criteria (e.g.: financial, technology, manufacturing capability, corporate responsibility, quality…). • Administer RFI / RFP process to ensure as high a return rate as possible. • Analyze responses, prices and use balance score carding process to rank suppliers and recommend suppliers per category which client needs to take through their auditing process in order to potentially qualify them. • Provide Client with a profile for all of the suppliers recommended to be audited. © 2013 Dragon Sourcing. All rights reserved.
- 3. © 2013 DragonSourcing. All rights reserved. 3 1. Mill 2. Mash Tun 3. Brew Kettle 4. Fermentation Tank 5. Filter 6. Conditioning Tank 7. Pasteurizer Main Equipment For Beer Processing
- 4. Our approach enabledus to collect Beer Brewing Equipment Company Profiles amongst a total of 21 suppliers invited to participate to the RFI Selection of potential suppliers Pre-selection of suppliers Sending & Follow- up of the RFI Analysis of the suppliers’ RFI 4 Suppliers Identified RFI Sent Intended To Respond RFI Received Criteria •Products category •Export Experience •No manufacturing capabilities Reasons for not responding to the RFI •No interest in this project 21 32 11 10 © 2013 Dragon Sourcing. All rights reserved.
- 5. 5 Suppliers Locations - Supplier1 is the biggest factory in China - 3 suppliers are in Shandong province; 2 suppliers are in Guangdong province; 2 suppliers are in Jiangsu province; Anhui, Beijing and Hebei provinces each count 1 supplier. No. Supplier Name Province 1 Supplier 1 Guangdong 2 Supplier 2 Jiangsu 3 Supplier 3 Anhui 4 Supplier 4 Jiangsu 5 Supplier 5 Shandong 6 Supplier 6 Guangdong 7 Supplier 7 Beijing 8 Supplier 8 Shandong 9 Supplier 9 Shandong 10 Supplier 10 Hebei Shanghai Shanghai SHANGHAI Gansu Jiangxi Zhejiang BEIJING Jiangsu Guangxi Hunan Hubei Ningxia Shaanxi Anhui Fujian Neimongu Shanxi Shandong Sichuan Yunan Guizhou Henan Jilin Liaoning Hebei Guangdong Gansu Heilongjiang © 2013 Dragon Sourcing. All rights reserved.
- 6. © 2013 DragonSourcing. All rights reserved. 6 Criteria Definition for Suppliers Ranking & Scoring Company background Weight of criteria Scoring Max Score per criteria Weight of the section How many years in the business 20% 1= Less than 5 Yrs 2= Between 5 to 10 Yrs 3= More than 10 Yrs 3 35% Capital in USD 20% 1= Less than 5 million 2= Between 5 and 10 million 3= Between 10 and 20 million 4= 20 million or more 4 Work floor size (m2) 15% 1= Less than 30,000m2 2= 30,000m2 to 100,000m2 3= 100,000m2 to 200,000m2 4= over 200,000m2 4 Number of Employees 15% 1= Less than 100 2= 100 to 300 persons 3= 300 to 500 persons 4= over 500 persons 4 Do you have English speakers in your factory? 5% 0=No 1=Yes 1 Turnover in 2010 in USD 15% 1= Less than 5 million 2= 5 to 20million 3= 20 million to 100 million 4= More than 100 million 3 Total percentage of sales dedicated to export 5.0% 1= Less than 10% 2= Between 10 to 30% 3= Between 30 to 50% 4= More than 50% 4 Years of export experience to the West 5.0% 1= Less than 2 yrs 2= Between 2 & 5 yrs 3= More than 5 yrs 3 Subtotal 100% 3.45 35% Quality Control Weight of criteria Scoring Max Score per criteria Weight of the section ISO 9001 (Y/N) 45% 0=No 1=Yes 1 20%ISO 14000 (Y/N) 30% 0=No 1=Yes 1 Do you have any other certificates? 25% 0=No certificate 1= 1 to 3 certificates 2= 3 to 5 certificates 3= 5 certificates or more 3 Subtotal 100% 1.50 20% Production capability Weight of criteria Scoring Max Score per criteria Weight of the section Production capacity for 2010 15% 3 30% Do you produce the listed products in house? Mill 7.5% 0=No 1=Yes 1 Mash Tun 7.5% 0=No 1=Yes 1 Brew Kettle 7.5% 0=No 1=Yes 1 Fermentation Tank 7.5% 0=No 1=Yes 1 Filter 7.5% 0=No 1=Yes 1 Conditioning Tank 7.5% 0=No 1=Yes 1 Pasteurizer 7.5% 0=No 1=Yes 1 Canning Machine 7.5% 0=No 1=Yes 1 Bottling Machine 7.5% 0=No 1=Yes 1 Conveyor Belt 7.5% 0=No 1=Yes 1 Can you produce other beer processing related equipment? 5% 0=No 1= 1 to 2 other equipments 3= 3 or more other equipments 3 Do you have a traceability system from raw material to mass production?(Y/N) 5% 0=No 1=Yes 1 Subtotal 100% 1.40 30% Corporate Responsibility Weight of criteria Scoring Max Score per criteria Weight of the section Do you adhere to all rules and regulations in respect to Chinese child labor laws? 33% 0=No 1=Yes 1 5%Do you adhere to all rules and regulations in respect to environmental issues? 33% 0=No 1=Yes 1 Do you adhere to all rules and regulations in respect to health and safety issues? 33% 0=No 1=Yes 1 Subtotal 100% 1.00 5% Cooperation Weight of criteria Scoring Max Score per criteria Weight of the section Cooperation during RFI 60% 0= Poor 1=Satisfying 2=Excellent 2 10%Company pictures available 20% 0=No 1=Yes 1 Timeliness of response 20% 0= Poor 1=Satisfying 2=Excellent 2 Subtotal 100% 1.80 10%
- 7. Results of theSuppliers Ranking & Scoring Suppliers Scorecards 7© 2013 Dragon Sourcing. All rights reserved. 72.66 71.72 60.92 52.28 44.54 42.78 41.40 35.11 27.50 21.57 0.00 10.00 20.00 30.00 40.00 50.00 60.00 70.00 80.00 90.00 100.00 SupplierN°1 SupplierN°6 SupplierN°8 SupplierN°4 SupplierN°7 SupplierN°5 SupplierN°2 SupplierN°10 SupplierN°9 SupplierN°3 Company background Quality Control Production capability Corporate Responsibility Cooperation Score
- 8. Recommended Suppliers &Their Locations No. Supplier Name Province Score 1 Supplier 1 Guangdong 73 2 Supplier 6 Guangdong 72 3 Supplier 8 Shandong 61 8© 2013 Dragon Sourcing. All rights reserved. Shanghai Shanghai SHANGHAI Gansu Jiangxi Zhejiang BEIJING Jiangsu Guangxi Hunan Hubei Ningxia Shaanxi Anhui Fujian Neimongu Shanxi Shandong Sichuan Yunan Guizhou Henan Jilin Liaoning Hebei Guangdong Gansu Heilongjiang
- 9. 9 Current status • DSidentified and recommended to the Client 3 high potential suppliers. • Client realized factory audits with these suppliers, after which they started discussions regarding possible partnerships and future orders. © 2013 Dragon Sourcing. All rights reserved.
- 10. 10 Company and ContactInformation Company Name Beer Processing Equipment Co., Ltd. City Guangzhou Province Guangdong Contact person Mr. Cheng Job title Manager of Export Dept. Email sales@beerprocessingco.cn Phone number +86-20-8484-8484 Fax number +86-20-8484-8487 Mobile phone +86-138-8484-8484 Website www. beerprocessingco.com.cn Company Background Year Founded 1958 Ownership 100% State Owned Capital in million RMB 140 Work floor size (m2) 150,000 Number of employees 520 Main Products 1.Beer & beverage filling equipments 2.Instant noodle production line 3. / Export (Yes or No) Yes Turnover (in USD) 2008 N/A 2009 N/A 2010 (forecast) N/A % sales export to main markets in 2010 US (%) N/A EU (%) N/A Japan (%) N/A Others(%) N/A Total export N/A Customers Information Customers Industry Country Percentage of sales 1. Customer 1 Beer Denmark N/A 2. Customer 2 Beer China N/A 3. Customer 3 Beer China N/A 4. Customer 4 Beer Japan N/A 5. Customer 5 Beer Philippines N/A Quality & Environmental Registration Certificate Date of certificate Certifying organization ISO 9001 2003.1.18 Example Certification Co., ltd. ISO 14000 No No Others N/A N/A Compliance With Local Law Do you adhere to all rules and regulations in respect to Chinese child labor laws? (Y/N) Yes Do you adhere to all rules and regulations in respect to environmental issues? (Y/N) Yes Do you adhere to all rules and regulations in respect to health and safety issues? (Y/N) Yes Are you willing to sign a confidentiality agreement? (Y/N) Yes Company Profile Example Supplier Beer Processing Equipment Co., Ltd. (1/3) © 2013 Dragon Sourcing. All rights reserved.
- 11. 11 Sales References Beer BrewingProcess Equipment Mill Mash Tun Brew kettle Fermentation Tank Filter Conditioning Tank Pasteurizer Canning Machine Bottling machine Conveyor Belt Others No, through a partner company Yes Yes Yes No, through a partner company Yes Yes No, through a partner company Yes No, through a partner company Bottle Washer, Decrater, CIP, Case Palletizer, Recrater, Labeling Machine Company Profile Example Supplier Beer Processing Equipment Co., Ltd. (2/3) © 2013 Dragon Sourcing. All rights reserved.
- 12. 1212 Factory Entrance Workshop MachineryMachinery Factory Pictures Company Profile Example Supplier Beer Processing Equipment Co., Ltd. (3/3) © 2013 Dragon Sourcing. All rights reserved.