How to create a 360° views of the supplier relationship.

1. DT Group Sourcing:
Improving supplier
relations
360° supplier feedback
March 2016

2. 2
External
evaluation of
buyers
Internal
evaluation of
suppliers
Improving supplier relationship is important for business
- Create a 360° views of the supplier relationship
• Detailed ranking of all
important suppliers on
most important supplier
indicators
• Clear guidelines on how to
improve the supplier
relationships
• Communication and action
management in relation to
supplier and buyer. 360°
degree view on ranking,
scores and results
• Complete
transparency of
supplier relations
360° supplier feedback loop

3. 3
Why is a good supplier relationship important?
Focusing on partnership for impact
It is easy to source the cheapest products but do they sell? When we work as partners each individual
supplier think beyond selling products and really think how we can support the end customer with their
problems and ultimately grow DT Group.
4
2 Reduced time through improved processes
When all parties know what is expected, suppliers reduce time for DT Group in terms of coordination and
project management.
Improving products and differentiation
When basics are in place all parties are more open to understand how we can improve products and
think next level in terms of design, technology and new products.
3
1 Improve trading volume through getting basics right
When basic requirements are met (always delivering on time, in full delivery) we increase the chances of
selling more.

4. 4
1. Data collection
via web surveys
2. Action
Management on
Suppliers/ Buyers
3. Advanced
Ranking and
Benchmark
4. Strategic
workshop
5. Action and
follow-up-
meetings
360° supplier feedback process
- Create a 360° view of the supplier relationship
• Use results and actions
plans to follow-up on
suppliers and buyers.
• Access to dashboard
with total transparency
of supplier rankings and
benchmarks.
• Easy to compare the
assessments of the
suppliers, countries,
Business units, etc. in
the dashboard.
• Internal evaluation of
suppliers - how does the
employees rate the
suppliers?
• External evaluation of
buyers - how does the
suppliers rate the
buyers?
• Delivering mails with key
results to suppliers.
• Delivering PDF-report to
the responsible for each
supplier.
• PDF-reports will be
delivered prior to
supplier meetings,
negotiations etc.
• Workshops to construct
action plans on how to
improve the supplier
relationship.

5. 5
94
90 89 88 88 88 88
86 86 85
70 70 69 69 69 68 68
66
60 60
0
10
20
30
40
50
60
70
80
90
100
Supplier
1
Supplier
2
Supplier
3
Supplier
4
Supplier
5
Supplier
6
Supplier
7
Supplier
8
Supplier
9
Supplier
10
Supplier
112
Supplier
113
Supplier
114
Supplier
115
Supplier
116
Supplier
117
Supplier
118
Supplier
119
Supplier
120
Supplier
121
Results: Internal Evaluation of Suppliers
CSI* Benchmark: Gap of 21,2 index points
Top 10 CSI Companies:
Average=88,2
Bottom 10 CSI Companies:
Average=67,1
Rank by CSI top and bottom - results from Internal Evaluation Survey 2015
77
* CSI is Customer Satisfaction Index. Simple average of satisfaction and loyalty.

6. 6
100 100
97 97
94 94 94
92 91 89
74 74 72 72
69
67
64
56 56
50
0
10
20
30
40
50
60
70
80
90
100
Supplier
1
Supplier
2
Supplier
3
Supplier
4
Supplier
5
Supplier
6
Supplier
7
Supplier
8
Supplier
9
Supplier
10
Supplier
37
Supplier
38
Supplier
39
Supplier
40
Supplier
41
Supplier
42
Supplier
43
Supplier
44
Supplier
45
Supplier
46
Results: External Evaluation of Buyers
CSI Benchmark: Gap of 29,6 index points
81
Top 10 CSI Companies:
Average=94,9
Rank by CSI top and bottom - results from External Evaluation Survey 2015
Bottom 10 CSI Companies:
Average=65,3

7. 7
65
70
75
80
85
90
60 70 80 90 100
Overallinternalassessmentofsuppliers*
Overall external assessment of buyers*
Prioritization of suppliers
- Combination of Internal and External evaluations
Strong relationship: Model
High Internal assessment /High External assessment
Underperforming Buyers: Grow
High Internal assessment /Low External assessment
Weak relationship: Move
Low Internal assessment /Low External assessment
Underperforming Suppliers: Fix
Low Internal assessment /High External assessment
* Overall index of combination of satisfaction and loyalty.
Dots represents Suppliers

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